How to Handle Sales Rejections or Customer Objections?


I was selling in a highly competitive market and customers frequently objected - "Your Product is Expensive."


I made every effort to convince customers with reasons...


- It has more features than any other product.

- We offer quality solution & service.



It never worked and winning sales against cheaper competition became extremely difficult.


To come out of it, I started researching online, reading book, watching videos and I realised, objections are not rejections from Customers. They are actually question and genuine concerns from him.


So, when customers said


- "Your product is expensive."


He actually meant,


- "You didn't give me a stronger reason to invest more money in your product."


Key to success lied in disrupting his thought process with convincing responses. This needed a 4 Step framework called ABCD.


  • A for Acknowledgement and Authenticity. Acknowledge the Concern and Be Authentic in your Responses.


  • B for Benefits. Discuss what the customer gets to overcome the objections, NOT what the product does.


  • C for Clarity. If you’re faced with a difficult question or tough objection, it’s important to clarify.


  • D for Differentiation. Many Objections are faced due to a cheaper competition. You also need to know the turf of the cheaper competition and your differentiation.


So, I changed my response to -


"Yes, it's expensive compared to any cheaper product. But can those product -


- Increase your revenue by X%

- Reduce your Project TAT by X%


And, voila, now customer saw my point, accepted it & believed in it.


As a result,


- My sales conversion increased exponentially upto 70%.


Good News, I have compiled top 30 Sales Objections & Reasons such as -


- Its Expensive

- We already have a solution

- We are not interested


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Page also gives you access to - 

  • List of Wrong Questions to Ask in Sales Meetings

  • List of Negative Words to avoid in Sales Meetings

  • List of Spam Words for Email Marketing

  • Linkedin Most Popular Hashtags

  • Sales Meeting Preparation Tips & more...

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Remember : Ebooks are Available to Download towards the Bottom of the Web Page. 

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