Answer Sales Objections With Questions

If a prospect's objections are simply requests for more information, then you have the right to clarify exactly what they’re asking for by asking a question. Also, if it’s a good objection, a good question gets from them what they think the answer might be before you give yours. That gives you more information to go on – and you can adjust your answer accordingly. So, turn the objection into a question. When your prospect tells you you’re expensive, reply with something like:

‘You’re right, we are. Why do you think that is?’

‘I agree. What do you think is it about what we do different that makes us a more premium service?’

This method takes the sting out of the objection, and gets to the heart of the matter. Sometimes getting them to answer their own objection is a powerful way of getting them to ‘yes’!

When answering sales objections, it's vital to understand your prospect's ‘switch pain’ and inertia. A prospect has usually gone to a lot of time and trouble to find their current adviser, provider or supplier. They probably feel they did a good job in finding the best one for them. Not only that, the thought of all that effort needed to change over, and the risk of making a change that may not work out well, all scream ‘better the devil you know’ in the prospect’s ear.

So there might well be a lot of initial resistance to change, which needs to be overcome. For some great ideas on how to do this, see my Ultimate Objection Handling Manual.