{"id":6706,"date":"2021-04-23T09:31:00","date_gmt":"2021-04-23T04:01:00","guid":{"rendered":"https:\/\/kylas.io\/?p=6706"},"modified":"2023-04-24T10:13:07","modified_gmt":"2023-04-24T04:43:07","slug":"guide-sales-objection-handling-2021","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-techniques\/guide-sales-objection-handling-2021","title":{"rendered":"Your Go-To Guide for Sales Objection Handling in 2023"},"content":{"rendered":"\n<style>\n@media only screen and (max-width: 700px){\n.img-full-mob{\nwidth:100% !important;\nheight:100% !important;\n}\n}\n<\/style>\n\n\n\n<p class=\"has-medium-font-size\">Salespeople&nbsp;often&nbsp;hear negative responses in as many different ways as possible. Especially in the B2B industry, where&nbsp;the duration of the cycle keeps <a href=\"https:\/\/oism.co.uk\/why-b2b-sales-cycles-are-getting-longer\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><u>getting longer<\/u><\/a> and buyers are more particular about the purchase.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A&nbsp;sales professional,&nbsp;then,&nbsp;has to&nbsp;take care of&nbsp;objection&nbsp;handling&nbsp;from every level of hierarchy in the buyer\u2019s company before finally getting a go-ahead&nbsp;or&nbsp;face&nbsp;the dreaded&nbsp;\u201c<em>No!<\/em>\u201d.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Without proper objection handling, these roadblocks are likely to go from plain frustration to directly impact sales growth.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Your Go-To Guide for Sales Objection Handling in 2023<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#0-what-is-a%C2%A0sales%C2%A0objection-\">What is a&nbsp;Sales&nbsp;Objection?<\/a><\/li><li class=\"\"><a href=\"#1-why-objections-are-not-the-full-stop-you-think-they-are-%C2%A0\">Why Objections Are Not the Full Stop You Think They Are&nbsp;<\/a><\/li><li class=\"\"><a href=\"#2-some-common-objections-you-come-across-as-a-salesperson-\">Some Common Objections You Come Across as a Salesperson<\/a><\/li><li class=\"\"><a href=\"#3-effective-objection-handling-tips-for-2021-\">Effective Objection Handling Tips for 2023<\/a><ul class=\"ht_toc_child_list\"><li class=\"\"><a href=\"#4-1%C2%A0-%E2%80%9Cthis-looks-a-bit-too-expensive-for-us%E2%80%9D-\">1.&nbsp;\u201cThis looks a bit too expensive for us.\u201d<\/a><\/li><li class=\"\"><a href=\"#5-2-%E2%80%9C-we%E2%80%99re-still-recovering-from-the-covid-slump-and-don%E2%80%99t-have-the-budget%E2%80%9D-\">2. \u201cWe\u2019re still recovering from the COVID slump and don\u2019t have the budget.\u201d<\/a><\/li><li class=\"\"><a href=\"#6-3-%E2%80%9C-we-don%E2%80%99t-want-to-introduce-a-new-product-while-everyone%E2%80%99s-working-from-home-%E2%80%9D-\">3. \u201cWe don\u2019t want to introduce a new product while everyone\u2019s working from home.\u201d<\/a><\/li><li class=\"\"><a href=\"#7-4-%E2%80%9C-we%E2%80%99re-in-the-middle-of-a-post-covid-recovery-phase-and-don%E2%80%99t-have-the-bandwidth-for-change-management%E2%80%9D-%C2%A0%C2%A0-%C2%A0\">4.\u201cWe\u2019re in the middle of a post-COVID recovery phase and don\u2019t have the bandwidth for change management.\u201d&nbsp;&nbsp;&nbsp;<\/a><\/li><li class=\"\"><a href=\"#8-5-%C2%A0%E2%80%9C-i%E2%80%99m-a-little-too-busy-right-now%E2%80%9D-%C2%A0\">5. &nbsp;\u201cI\u2019m a little too busy right now.\u201d&nbsp;<\/a><\/li><li class=\"\"><a href=\"#9-6-i-would-need-approval-from-my-boss-%C2%A0or%C2%A0-i%E2%80%99m-not-the-right-person-to-authorize-this-%C2%A0%C2%A0-%C2%A0\">6. &#8220;I would need approval from my boss.&#8221;&nbsp;or&nbsp;&#8220;I\u2019m not the right person to authorize this.&#8221;&nbsp;&nbsp;&nbsp;<\/a><\/li><li class=\"\"><a href=\"#10-7-%C2%A0%E2%80%9C-we-already-have-a-contract-with-your-competitor-xyz-%E2%80%9D-%C2%A0\">7. &nbsp;\u201cWe already have a contract with your competitor XYZ.\u201d&nbsp;<\/a><\/li><li class=\"\"><a href=\"#11-8-%E2%80%9C-your-product-looks-a-little-complicated-to-me%E2%80%9D%C2%A0-\">8. \u201cYour product looks a little complicated to me.\u201d&nbsp;<\/a><\/li><li class=\"\"><a href=\"#12-9-%C2%A0-we-don%E2%80%99t-really-have-a-problem-in-this-area-or-i-don%E2%80%99t-need-your-product-%C2%A0%C2%A0-%C2%A0\">9. &nbsp;&#8220;We don\u2019t really have a problem in this area.&#8221; or &#8220;I don\u2019t need your product.&#8221;&nbsp;&nbsp;&nbsp;<\/a><\/li><li class=\"\"><a href=\"#13-10-why-don%E2%80%99t-you-drop-me-an-email-or-send-me-a-brochure-or-i%E2%80%99ll-get-back-to-you-%C2%A0\">10. &#8220;Why don\u2019t you drop me an email or send me a brochure.&#8221; or &#8220;I\u2019ll get back to you.&#8221;&nbsp;<\/a><\/li><\/ul><\/li><li class=\"\"><a href=\"#htoc-equip-yourself-with-objection-handling\">Equip Yourself with Objection Handling<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"0-what-is-a%C2%A0sales%C2%A0objection-\"><strong>What is a&nbsp;Sales&nbsp;Objection?<\/strong><\/h2>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">A sales objection is when a prospect states a particular reason standing in the way of them buying your product. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Common reasons include the price, certain features, competitor offerings, or even just a \u201c<em>this is a crazy time for us, so maybe we\u2019ll look at it a bit later<\/em>\u201d.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Handling objections can be exhausting, anxiety-triggering, and downright frustrating for those who haven\u2019t yet developed a thick skin or have not developed an unwavering sunny persona that seasoned salespeople possess.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity is-style-default\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"1-why-objections-are-not-the-full-stop-you-think-they-are-%C2%A0\"><strong>Why Objections Are Not the Full Stop You Think They Are<\/strong>&nbsp;<\/h2>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">Sometimes to get to the right answer, you have to knock off all the wrong ones first. If your prospect simply doesn\u2019t&nbsp;want to buy your product and is absolutely not interested, they would say so. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">An objection tells you what\u2019s coming in the way of them saying yes, or at least saying yes right away.<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This means&nbsp;objection handling gets easier &#8211;&nbsp;you&nbsp;can go about tailoring your <a href=\"https:\/\/kylas.io\/sales-techniques\/create-winning-sales-script-pitch-close-deals\"><u>sales <\/u><\/a><a href=\"https:\/\/kylas.io\/how-to-create-a-winning-sales-script-pitch-that-closes-deals\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>pitch<\/u><\/a> and even your product to suit their needs&nbsp;and&nbsp;offer&nbsp;them something&nbsp;they just can\u2019t say no to. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Essentially, an objection helps you streamline and pinpoint your pitch, really get down to the details,&nbsp;and do what it takes to close the deal.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Unfortunately, if you don\u2019t deal with them effectively, objections will delay your sales goals and your sales growth.&nbsp;Let\u2019s help you avoid that with some examples and tips!&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity is-style-default\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"2-some-common-objections-you-come-across-as-a-salesperson-\"><strong>Some Common Objections You Come Across as a Salesperson<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>This looks a bit too expensive for us<\/em><em>.<\/em><em>\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"2\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>We\u2019re still recovering from the COVID slump and don\u2019t have the budget<\/em><em>.&#8221;<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"3\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>We<\/em><em>&nbsp;don\u2019t really want to introduce something new right now while everyone&#8217;s working from home<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"4\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>We\u2019re actually in the middle of&nbsp;<\/em><em>a&nbsp;<\/em><em>post-COVID recovery phase<\/em><em>,&nbsp;<\/em><em>and&nbsp;<\/em><em>don\u2019t have the bandwidth for a change<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"5\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>I\u2019m a little too busy right now<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"6\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>I would need approval from my boss<\/em><em>.\u201d Or<\/em><em>&nbsp;<\/em><em>&#8220;<\/em><em>I&#8217;m not the right person<\/em><em>&nbsp;to authorize this<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"7\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>We already work with your competitor XYZ and have a contract<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"8\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>Your product looks a little complicated to me<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"9\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>We don\u2019t really have a problem in this area<\/em><em>.&#8221; Or \u201cWe<\/em><em>&nbsp;don\u2019t need your product<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"10\" class=\"has-medium-font-size\"><li><em>\u201c<\/em><em>Why don\u2019t you drop me an email or send me your brochure<\/em><em>.&#8221; Or<\/em><em>&nbsp;<\/em><em>\u201c<\/em><em>I&#8217;ll get back to&nbsp;<\/em><em>you<\/em><em>.\u201d<\/em>&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity is-style-default\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"3-effective-objection-handling-tips-for-2021-\"><strong>Effective Objection Handling Tips for 202<\/strong>3<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">We\u2019re going to&nbsp;give you some&nbsp;objection-handling ideas for the most common objections you\u2019ll hear this year (along with some timeless ones).&nbsp;And if you have any more you want tips for, you can add them to the comments section!&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"4-1%C2%A0-%E2%80%9Cthis-looks-a-bit-too-expensive-for-us%E2%80%9D-\" style=\"font-size:22px\"><strong>1.&nbsp;<em>\u201cThis looks a bit too expensive for us.\u201d<\/em><\/strong><\/h3>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">Most clients will try to get you to settle on a discount of some kind, but if you hear this objection you don\u2019t need to hand one out right away \u2013 even if you have the go-ahead to do so at your discretion.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">First, try to get them to see the value of your product and why it might be priced higher than competitors, making it look \u2018expensive\u2019.&nbsp;To do this, you can-&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Highlight the benefits of your products (<em>not&nbsp;<\/em>the features).&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>Move into the value additions you offer.&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"3\" class=\"has-medium-font-size\"><li>Talk about how it\u2019s more superior to competitors.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"4\" class=\"has-medium-font-size\"><li>Round off by describing some of your leading, most relevant features for that prospect.&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Then, you can jump into your pricing philosophy and explain why you settled upon the pricing that\u2019s being offered.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"5-2-%E2%80%9C-we%E2%80%99re-still-recovering-from-the-covid-slump-and-don%E2%80%99t-have-the-budget%E2%80%9D-\" style=\"font-size:22px\">2. <strong>\u201c<em>We\u2019re still recovering from the COVID slump and don\u2019t have the budget.\u201d<\/em><\/strong><\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/5-1-1024x860.png\" alt=\"world-covid\" class=\"img-full-mob lazy\" width=\"220\" height=\"186\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This one could be a very legitimate objection, but you need to plan your product around it.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Considering most companies will not want to make large investments right now, how are you planning your pricing strategy? Are you offering any growth-specific packages, bundle offers,&nbsp;value-added deals, or simply great launch pricing?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Let your prospect know why now is the right time to invest in your product, even though it may be an unaccounted-for expense. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The only reason why someone will get a budget approved is if it&#8217;s an investment that will get them greater rewards, improved growth, or will help them save something (usually money and\/or time) in the long run.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If&nbsp;the&nbsp;economy has promising growth numbers, you can use them to make a case for why your client should think long term and make the investment now. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">However, it\u2019s important to be sensitive&nbsp;with this objection handling case;&nbsp;some prospects truly will not be able to push for the purchase. <\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">As a backup, be prepared to circle back a little later \u2013 let them know you\u2019ll be in touch, add them to your mailing list,&nbsp;and nurture them with useful knowledge so you&nbsp;can keep brand recall alive.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"6-3-%E2%80%9C-we-don%E2%80%99t-want-to-introduce-a-new-product-while-everyone%E2%80%99s-working-from-home-%E2%80%9D-\" style=\"font-size:22px\">3. <strong>\u201c<em>We don\u2019t want to introduce a new product while everyone\u2019s working from home<\/em>.\u201d<\/strong><\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/6-1-1024x860.png\" alt=\"work from home\" class=\"img-full-mob lazy\" width=\"223\" height=\"189\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Introducing a new partner, product and process can be difficult in the best of times. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">During the pandemic, it may definitely be a challenge for your prospect to introduce your product in their \u201cproduction\u201d or \u201cexecution\u201d process,&nbsp;especially&nbsp;while everyone\u2019s working from home.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This is something you need to plan a way around.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">First, prepare for this objection and plan your product around it \u2013 make it easy to use, make features self-explanatory, make it easy to ship (if needed),&nbsp;and&nbsp;easy DIY&nbsp;set up.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Then, prepare for this objection by letting your prospect know everything you\u2019ve done to make your product work-from-home-friendly for their employees.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Let them know that you\u2019ve thought of their employee\u2019s ease, convenience,&nbsp;and comfort in using your product goes a lot way in establishing trust and a deeper relationship of which they\u2019ll want to be part.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"7-4-%E2%80%9C-we%E2%80%99re-in-the-middle-of-a-post-covid-recovery-phase-and-don%E2%80%99t-have-the-bandwidth-for-change-management%E2%80%9D-%C2%A0%C2%A0-%C2%A0\" style=\"font-size:22px\">4.<strong>\u201c<em>We\u2019re in the middle of a post-COVID recovery phase and don\u2019t have the bandwidth for change management.\u201d<\/em>&nbsp;&nbsp;<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/7-1-1024x860.png\" alt=\"Covid recovery\" class=\"img-full-mob lazy\" width=\"209\" height=\"177\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">In the B2B world, introducing a new product \u2013 whether it\u2019s a physical component of a production process or a software platform \u2013 can be quite challenging, even with everyone&nbsp;being back to work&nbsp;at a&nbsp;normal capacity.&nbsp;&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">So, at a time when efficiency needs to be 100% and there\u2019s a lot&nbsp;of pressure to ramp up output for all teams, the prospect\u2019s&nbsp;organization&nbsp;may look at a new uncalled-for&nbsp;purchase as a burden rather than an investment.&nbsp;It\u2019s down to you to prove them wrong.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Talk about the in-depth yet safe training you offer as part of your sales process (and make sure you offer this), the different&nbsp;value-adds you make available as part of your onboarding, and&nbsp;how you will partner them in the journey.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">In preparing for this, make your product easy to use, create self-help documents and videos, and offer a direct line to your dedicated customer success executive.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"8-5-%C2%A0%E2%80%9C-i%E2%80%99m-a-little-too-busy-right-now%E2%80%9D-%C2%A0\" style=\"font-size:22px\">5. <strong>&nbsp;\u201c<em>I\u2019m a little too busy right now.\u201d<\/em><\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/8-1-1024x860.png\" alt=\"busy man at work\" class=\"img-full-mob lazy width=\" 215\"=\"\" height=\"182\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This is a pretty common objection&nbsp;\u2013 pre-COVID, during COVID (of course), and we\u2019re sure it will continue to be so post-COVID too.&nbsp;Most likely, you\u2019ll face this objection when trying to set up a first call or demo with your prospect.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u201cI\u2019m busy\u201d is usually the prospect trying to brush you off, but don\u2019t let that sway you from trying to push for a short meeting.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">There are a few easy workarounds to this objection-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Explain that you don\u2019t need too much time&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>Give an actual time limit (\u201c<em>This not take more than 15 minutes of your time \u2013 I promise you.<\/em>\u201d)&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"3\" class=\"has-medium-font-size\"><li>Outline an agenda so they know what to expect&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"4\" class=\"has-medium-font-size\"><li>Mention a pain point they\u2019re facing and lead with that (\u201cI have a great solution to your problem XYZ, and I\u2019ll just take a few minutes of your time)&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"5\" class=\"has-medium-font-size\"><li>Reinforce that it\u2019s just a conversation and you won\u2019t be holding them to anything \u2013 they decide how to move forward<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"9-6-i-would-need-approval-from-my-boss-%C2%A0or%C2%A0-i%E2%80%99m-not-the-right-person-to-authorize-this-%C2%A0%C2%A0-%C2%A0\" style=\"font-size:22px\">6. <strong>&#8220;<em>I would need approval from my boss<\/em>.&#8221;&nbsp;or&nbsp;&#8220;<em>I\u2019m not the right person to authorize this<\/em>.&#8221;&nbsp;&nbsp;<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/9-1-1024x860.png\" alt=\"Boss approval\" class=\"img-full-mob lazy\" width=\"218\" height=\"185\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If you hear this from the prospect you\u2019ve contacted, don\u2019t change tack and immediately ask for their boss\u2019 email address or number. Every purchase has the decision-makers and the influencers \u2013 in this case, your prospect is the influencer.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Ask for a quick call anyway, where you can pitch to them,&nbsp;and then they can pass you on to the concerned authority.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Use your call with the prospect (the decision influencer), to-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Set the right tone&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>Establish a rapport &amp; relationship&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"3\" class=\"has-medium-font-size\"><li>Talk about how the product solves&nbsp;<em>their&nbsp;<\/em>pain&nbsp;points&nbsp;(so,&nbsp;they are more likely to stand by it as a solution they need)&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"4\" class=\"has-medium-font-size\"><li>Understand the decision maker\u2019s pain points and possible objections, so you can prepare for them<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"10-7-%C2%A0%E2%80%9C-we-already-have-a-contract-with-your-competitor-xyz-%E2%80%9D-%C2%A0\" style=\"font-size:22px\">7. <strong>&nbsp;\u201c<em>We already have a contract with your competitor XYZ<\/em>.\u201d<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/10-1024x860.png\" alt=\"contract with competitor\" class=\"img-full-mob lazy\" width=\"216\" height=\"183\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This is another common objection you\u2019ll hear, especially if you\u2019re operating in a&nbsp;fairly saturated&nbsp;market.&nbsp;You need to look at the two messages in this objection-<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">a. <span style=\"text-decoration: underline;\">They\u2019re already working with a competitor of yours<\/span><\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">To address this objection is as straightforward as pitching yourself against the competitor-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Find out why they chose that competitor&nbsp;<\/li><\/ul>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>Find out what they gain from that competitor<\/li><\/ul>\n\n\n\n<ul start=\"3\" class=\"has-medium-font-size\"><li>Use any comparable weak points to convince them about your product<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">b. <span style=\"text-decoration: underline;\">They\u2019re in a contract \u2013 it will cost them something to get out of it&nbsp;<\/span><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">To address this objection, see how you can make it financially viable for them to exit the contract-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Will the investment in your product save them&nbsp;money&nbsp;that will offset the exit costs?&nbsp;<\/li><\/ul>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>Is there a discount you can offer to cushion the existing costs?<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"11-8-%E2%80%9C-your-product-looks-a-little-complicated-to-me%E2%80%9D%C2%A0-\" style=\"font-size:22px\">8.<strong> \u201c<em>Your product looks a little complicated to me.\u201d&nbsp;<\/em><\/strong><\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/11-1024x860.png\" alt=\"complicated product\" class=\"img-full-mob lazy\" width=\"248\" height=\"210\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">You might have a product that needs to be explained, or your prospect may just not have understood it at the first glance. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">A call is a good idea to try and understand whether they are having trouble understanding it, or genuinely find it too complicated to work with compared to the solution they use now.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This will help you determine how to move ahead. Then, it\u2019s a simple matter of explaining your product to them-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Walk them through the product features to show them how easy it is to use&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>Use a demo video to showcase the simplicity of using the product&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"3\" class=\"has-medium-font-size\"><li>Give them a glimpse of all the prepared training materials and help docs&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"4\" class=\"has-medium-font-size\"><li>Make it a point to highlight your customer care channels&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"5\" class=\"has-medium-font-size\"><li>Talk to them about the support you offer in the onboarding period<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"12-9-%C2%A0-we-don%E2%80%99t-really-have-a-problem-in-this-area-or-i-don%E2%80%99t-need-your-product-%C2%A0%C2%A0-%C2%A0\" style=\"font-size:22px\">9. <strong>&nbsp;&#8220;<em>We don\u2019t really have a problem in this area<\/em>.&#8221; or &#8220;<em>I don\u2019t need your product<\/em>.&#8221;&nbsp;&nbsp;<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/12-1024x860.png\" alt=\"Dont need product\" class=\"img-full-mob lazy\" width=\"248\" height=\"210\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Your response here should be to get the prospect talking! <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Ask an open-ended question that will tell you why they feel you aren\u2019t answering an immediate problem, or what they think their immediate problem is instead.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">\u201c<em>I see, I guess I was mistaken \u2013 could you tell me more?<\/em>\u201d or&nbsp;\u201c<em>I\u2019d love to hear more about why you\u2019re saying that<\/em>\u201d&nbsp;are simple ways of doing that.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Once you\u2019ve heard about why they think you aren\u2019t answering an immediate problem, you can set about proving them wrong, and showing them that your product will in fact, help them out in the long run. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Or, once they give you sufficient insight into the immediate problem they\u2019re trying to solve, you&nbsp;can tell them how your product answers&nbsp;<em>that<\/em>&nbsp;need.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The idea is the listen to the information they give you, come across as understanding and empathetic, and&nbsp;show them&nbsp;that they do, in fact, need&nbsp;your product&nbsp;right away.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"13-10-why-don%E2%80%99t-you-drop-me-an-email-or-send-me-a-brochure-or-i%E2%80%99ll-get-back-to-you-%C2%A0\" style=\"font-size:22px\">10. <strong>&#8220;<em>Why don\u2019t you drop me an email or send me a brochure<\/em>.&#8221; or &#8220;<em>I\u2019ll get back to you<\/em>.&#8221;<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">It\u2019s possible that your prospect is genuinely busy and would prefer&nbsp;to go over your product information and get back to you on their own time. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">It\u2019s also possible, however, that&nbsp;he\/she is&nbsp;trying to fob you off \u2013 brush you aside without really saying \u201cwe\u2019re not interested.\u201d&nbsp;Either way, you don\u2019t want to leave the ball in their court. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Use this opportunity to get some more information from them \u2013 by telling them you\u2019d like to tailor your email to their specific needs, ask them what their immediate pain points are, what they\u2019d be looking for in a product at this point, and what their evaluation&nbsp;criteria usually are.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Then, you can use that information to-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Frame an on-point email&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>Prepare contextually-relevant follow-ups&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"3\" class=\"has-medium-font-size\"><li>Qualify that lead (even&nbsp;if&nbsp;<em>they&nbsp;<\/em>aren\u2019t the right fit for&nbsp;<em>you&nbsp;<\/em>at the moment)&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For effective objective handling, you need to understand the purpose behind the objection. Essentially, the most common rebuttals you\u2019ll get are for one or more of the following reasons-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>The price is a problem&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"2\" class=\"has-medium-font-size\"><li>They aren\u2019t actively looking for a product like yours,&nbsp;and&nbsp;hence don\u2019t see the need&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"3\" class=\"has-medium-font-size\"><li>They hadn\u2019t considered a product like yours to answer their need&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"4\" class=\"has-medium-font-size\"><li>They are truly swamped and&nbsp;onboarding&nbsp;a new product is low on their priority list&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul start=\"5\" class=\"has-medium-font-size\"><li>They are involved with a competitor they\u2019re happy with and haven\u2019t actively looked to switch&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Once you understand the underlying reason, no matter how they frame it, you\u2019ll be able to approach the objection handling from the right angle! <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Sometimes you might need to take a step back, but remember to ensure that communication channels are left open.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity is-style-default\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-equip-yourself-with-objection-handling\">Equip Yourself with Objection Handling<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">We hope&nbsp;you feel equipped to effectively handle objections as a salesperson today!&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The sales landscape has gotten trickier and you certainly can\u2019t push too hard in these difficult times, but sensitivity and not taking \u2018no\u2019 for an answer will get you far in your sales growth this year.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">What can help&nbsp;growing businesses like&nbsp;yours&nbsp;is a&nbsp;<a href=\"https:\/\/kylas.io\/sales-effectiveness\/small-businesses-need-sales-crm-software\" target=\"_blank\" rel=\"noreferrer noopener\"><u>sales CRM software<\/u><\/a>&nbsp;designed to simplify sales processes&nbsp;and objection handling.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">If you have any more&nbsp;cases&nbsp;for&nbsp;which you\u2019d like&nbsp;objection handling tips,&nbsp;feel free to reach out in the comments section!&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Salespeople&nbsp;often&nbsp;hear negative responses in as many different ways as possible. Especially in the B2B industry, where&nbsp;the duration of the cycle keeps getting longer and buyers are more particular about the purchase.&nbsp;&nbsp; A&nbsp;sales professional,&nbsp;then,&nbsp;has to&nbsp;take care of&nbsp;objection&nbsp;handling&nbsp;from every level of hierarchy in the buyer\u2019s company before finally getting a go-ahead&nbsp;or&nbsp;face&nbsp;the dreaded&nbsp;\u201cNo!\u201d.&nbsp; Without proper objection handling, these &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/sales-techniques\/guide-sales-objection-handling-2021\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;Your Go-To Guide for Sales Objection Handling in 2023&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":14839,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[12,36],"tags":[5,17,19],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/04\/PB-Banner-Guide-Images-ONLY-1-1.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Your Go-To Guide for Sales Objection Handling in 2023 | Kylas<\/title>\n<meta name=\"description\" content=\"An objection is when a prospect states concerns in the way of them buying your product. 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