8 Sales Objections to ‘Not Now’ Rejection
Imagine you developed a great product/service and you’re 100% sure that it can potentially satisfy your prospects’ particular needs, but when you’re making an offer, they still have objections. Why do they do so? The reasons can be different and today we’re going to discuss the most common objections why your customers don’t want to buy right now and how to address these rejections.
- “It’s not the right time to make a purchase right now”.
- “I will think about it”.
- “Not interested at the moment”.
- “Reach out to me in half a year”.
Sounds familiar, right?
How to Address Sales Rejections?
It’s always important to create urgency. At the same time, you should bear in mind the fact that every customer has particular requirements. Let’s discuss how urgency can be created and how to persuade your prospects to buy without delay.
As a general recommendation, it’s important to communicate empathy. This will help make communication more effective as people value empathy.
Ask for the Reason of Holding Back
When you hear the rejection, the simplest way to address it is to ask what is holding back your prospect from making a purchase. Just ask them for the reasons of delay. In such a way, you can develop counter-evidence to address their concerns and work out acceptable solutions for both parties.
Ask for a Good Time to Make a Purchase
Direct questions help get to the point as the crow flies. The reasons for objections can vary but direct questions reveal clients’ real intentions. Your customers may lack budget or have no access to the resources necessary to make a purchase. Asking questions can help you tailor your offering to customers’ needs and switch to the final stage of your deal.
Ask about the Current Priorities
Your customers may like your product/service but spending money on it right now may not be their priority. They may have other projects to be completed in the nearest future. This may be the reason of holding back. If it is so, you can offer solutions to help them achieve their goals with the help of your product/service. However, you will need to collect as much information about their projects and goals to develop your arguments.
If Your Prospects Ask to Call Next Week
Sometimes by asking you to call back in a few days (weeks, months, etc.) customers hide the rejection to purchase from you. Your major goal should be to understand the real things. Ask them about circumstances that hold them back from purchasing your products/services. Maybe they wait for more favorable economic environment or the next round of funding.
Encourage Your Prospects to Act Now
It happens that some organizations are lagging without any strong reasons because of poor management or confusion. In this case, they may need an initial acceleration. Ask them directly about the consequences of not taking actions right now. If they realize that your product/service can help solve their problems, clients may change their mind and make a purchase. Try to convince them that your product/service is the best solution and this may be a turning point for both of you.
Ask about the Current Performance
Often when it comes to the final stage of the deal, customers forget the initial reason of their application. At this moment, you may remind your prospects why they applied to you by asking about their current performance and the level of the goal attainment. This will help your potential customers understand the urgency of taking actions in the situation they found themselves. They will understand that by delaying a deal they can worsen their current state.
Show Them ROI Timeline
Some customers need to see real figures. If your prospects are among that number, you can try to offer some statistics to show possible results if they finally decide to cooperate with you. Besides, this approach helps create urgency. Who doesn’t want to succeed or increase profits? Try to press this “button”. When making promising projections, remind your prospects that your product/service can’t yield immediate results. At the same time, pointing the time when they can increase they ROI will encourage them to purchase your product/service.
There are multiple reasons why your prospects avoid finalizing the deal, but this should not be the point of your concern. You can make experiments and invent your own methods to address their concerns. Here we suggested only several approaches, but don’t let your fantasy to be limited with the suggested methods of addressing customer objections.
Originally published 2021.01.11 , updated 2021.01.19