“No”, “Not right now”, “Not yet”, “It’s not a priority”, “Maybe some other time”, “Just send me information for now”. These are the typical responses I get from my clients whenever I make a call, especially when I’m trying to close a deal or introduce a new product or service.

I’ve outlined the causes of the objections to help me devise a solution to these issues.

Five Main Reasons Why People Are Hesitant to Buy

• Lack of Immediate Need

They’re not even using it! It’s as easy as that. It is crucial to acknowledge that not everyone is in immediate need of the services you’re providing.  However, these prospects may find value in your product or service in the near future. We understand that their needs may change over time, and we’re here to provide a solution when they’re ready.

• Cost Concerns

Businesses have budgets allocated to each department for the year. However, every department is not permitted to overspend the budget they have set. There is nothing you can do to stop them if they consider your service or product costly.

• Specific Features

Each prospect is unique. That means they aren’t all necessarily in need of the same thing.

• Timing Issues

I often hear this when I talk to my clients. It’s important to remember the fact that they’re calling outside of office hours. If you’re busy making calls and chatting with your potential clients on the phone, they’re working too and have responsibilities at work. Don’t worry when they attempt to end the call immediately. 

• Distrust of Sales Representatives

Prospects dislike telemarketers. For them, time is precious. They’ll only allow them to interrupt their activities when you have something to say that is meaningful to them.

My primary goal when I call is closing the deal. But I’m only looking for leads that I can identify as an opportunity. Someone who has problems or issues within their company and who can seek solutions using my service or product.

1) “Not Right Now” Indicates No Immediate Need

This is just temporary. It is inevitable that prospects may face issues or issues within their organizations and can appreciate the advantages they could get by purchasing your product. What should they do?

Remember that they won’t require the product or services you offer at the moment. Instead, provide information to be used in the future and demand a timeline,

“When is the best time for me to call you back and check if this is something you might be interested in?” or “When do you plan to consider this kind of product or service?”

Contact them on the day they are available to discuss the issue.

2) “No” Due to High Price Concerns

Don’t be disappointed if your prospects aren’t able to pay for their product or your service. It’s a sign of one thing: they’re probably not the right person to be a prospect for you. Be confident in the quality of your service or product. If you are convinced that you offer high-quality products and services, it’s not worth pushing through if people aren’t willing to invest in your service or product. What should you do?

Focus on the unique benefits and advantages of your product or service. By highlighting the value your company can provide, you can pick the interest of your prospects and make them see the potential benefits they could gain from your high-quality products and solutions.

3) “It’s Not a Priority Right Now” Due to Other Projects

You can ask your prospective customer, “What projects are they currently working on?”

As an example, say you’re providing a disaster recovery service, and your client has recently recruited new employees and is trying to buy new laptops.

Be aware of the products and services that your business provides. Even if you are required to promote the solution for disaster recovery and come across a customer who is in search of an alternative solution or product, you could certainly generate new sales for the business by presenting what your potential customer needs at the present time.

4.) “Just Send Me Information” Request due to Time Constraints

Respect your prospect’s time so that they’re more likely to listen on the following phone. If you get calls from prospects who claim to be busy or looking to close their call due to reasons like, for example, they’re engaged in something or on their journey to meet, don’t keep talking to them. Instead, rush and close the call.

Before you say thank you to the prospect and close the call, do not hesitate to ask, “When is the best time for me to call back?”

This line lets you call your prospect whenever you are able to talk to you.

5.) “Not Interested” Due to Poor Sales Representative Interaction

Sales representatives usually encounter this type of objection from potential customers if they talk too often.

Make sure you provide the information required by your prospective client. Be less talkative, and you’ll make fewer mistakes. If you’re talking too much, the person you are talking to could be asking questions you don’t know how to be able to. When asking questions, be mindful of the four Ws; What, Who, Where, When. For instance,

• “When is your next software evaluation?”
• “Who’s the best person to speak with regarding your phone system?”
• “When is the best time for me to call back?”
• “What solution are you currently using?”

The questions you ask your prospects to reply directly to you, and you’ll get the answer you’re hoping for. If your customer asks questions, do not ignore it, and then proceed with your presentation. Instead, respond promptly. But what happens if you aren’t sure of the answer to your customer’s question?

However, it doesn’t grant you any right to defame your prospective customer. If you’re not sure of the answer, tell your prospective customer;

“I don’t have that info in my possession currently. The best I can do is examine it after this call, and I’ll be back to you. When is the ideal moment to call me back to update you on what I’ve discovered? ?”

I know you’re eager to share with your potential customers how great your products and services are. In sales, however, the focus should be on the prospect’s requirements and desires.

Don’t be discouraged when you hear “No” from your prospects. Learn the reasons behind it, and then use the follow-up method discussed above to keep your prospects in mind until they’re ready to buy and engage with you.