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Here are 15 common B2B sales objections and potential rebuttals
- “Your price is too high.”
Rebuttal: “I understand that price is a concern. Can you tell me more about your budget and what you’re looking to get out of this solution? Our pricing is based on the value we provide, and I’d be happy to work with you to find a solution that fits your budget.”
- “We’re happy with our current vendor.”
Rebuttal: “That’s great to hear. Can you tell me more about what you like about your current vendor and what your current challenges are? I’d like to see if there’s a way our solution can help address those challenges and improve your overall experience.”
- “We don’t have the budget right now.”
Rebuttal: “I understand budget constraints. Can you give me a sense of when you might have the budget available? Our solution provides significant ROI, and I’d like to explore ways to make it work within your budget.”
“We’re not interested in changing our current process.”
Rebuttal: “I understand the comfort of sticking with what you know. Can you tell me more about your current process and the challenges you’re facing with it? Our solution is designed to streamline processes and make things easier, and I’d love to show you how it can help.”
- “We already have a solution in place.”
Rebuttal: “That’s great to hear. Can you tell me more about your current solution and what you like about it? I’d like to understand how our solution can complement your current setup and provide additional value.”
- “We need more time to evaluate our options.”
Rebuttal: “Of course. Can you give me a sense of your timeline for making a decision? I’d like to make sure we’re on the same page and that our solution is top of mind when you’re ready to make a decision.”
- “Your product doesn’t fit our needs.”
Rebuttal: “I’m sorry to hear that. Can you tell me more about what you’re looking for in a solution? I’d like to understand your needs better and see if there’s a way our solution can be customized to meet your requirements.”
- “We’re not ready to make a decision.”
Rebuttal: “I understand. Can you tell me what you need to make a decision? I’d like to make sure we’re both on the same page and that I can provide you with the information you need to make an informed decision.”
- “Your company is too small/new.”
Rebuttal: “I understand your concern. Our size and experience are actually an advantage, as we can provide a level of customization and attention that larger companies cannot. Can you tell me more about your specific concerns and how we can address them?”
- “We need more references.”
Rebuttal: “Of course. I’d be happy to provide you with references from companies similar to yours. Can you tell me more about the specific types of references you’re looking for?”
- “We need a face-to-face meeting.”
Rebuttal: “I understand that a face-to-face meeting can be beneficial. Can we schedule a call or video conference in the meantime? I’d like to make sure we’re both on the same page and that I can provide you with the information you need to make an informed decision.”
- “We’re waiting for approval from a higher-up.”
Rebuttal: “I understand. Can you give me a sense of your timeline for getting approval? I’d like to make sure I’m available to answer any questions they may have and to help move the process along.”
- “We need more information about your product.”
Rebuttal: “Of course. I’d be happy to provide you with any additional information you need. Can you tell me what specifically you’re looking for? I’d like to make sure I have all the information you need to make an informed decision.”
- “We need to see a demo first.”
Rebuttal: “I understand. Can we schedule a demo for a time that works for both of us? I’d like to show you how our solution can address your specific needs and answer any questions you may have.”
- “We need to see a case study from a similar company.”
Rebuttal: “I’d be happy to provide you with case studies from similar companies. Can you tell me more about the specific industry or type of company you’re interested in seeing a case study from? I’d like to make sure I provide you with the information that will be most relevant to you.”
- “Your price is too high.”
- “We’re happy with our current vendor.”
- “We don’t have the budget right now.”
- “We’re not interested in changing our current process.”
- “We already have a solution in place.”
- “We need more time to evaluate our options.”
- “Your product doesn’t fit our needs.”
- “We’re not ready to make a decision.”
- “Your company is too small/new.”
- “We need more references.”
- “We need a face-to-face meeting.”
- “We’re waiting for approval from a higher-up.”
- “We need more information about your product.”
- “We need to see a demo first.”
- “We need to see a case study from a similar company.”
It’s important to anticipate and prepare for these objections in advance, so that you can respond effectively and move the sales process forward.
