The Most Common Sales Objections

Sales objections often signal that you haven’t made the value proposition case to the buyer as powerfully as possible.

• Need: Buyer doesn't yet perceive, or doesn't yet admit, the need to solve a problem.
• Urgency: The buyer doesn't yet see why the issue is pressing.
• Trust: Buyer feels uncertainty about you, your solution, your company, or your outcomes.
• Money: Buyer communicates that money is going to be an issue.

While these common sales objections might seem like steep hills to overcome, don’t despair: an objection indicates that the buyer is engaged, which sure beats apathy.