Handling Objections: What Objections Do You Hear Most Frequently?

“Handling objections” is a frequently requested training topic from sales and presales managers for their teams. I’m curious: What objections do you hear most frequently from your prospects?

Here are a few to start the list:

• “Do you have a ‘lite’ version of your software?” or “We don’t need the Cadillac version; we just want the Chevy…”

• “Your product looks too complicated for most of our users – so we only want a couple of licenses for a few experts to use…”

• “I’m not comfortable with you as a vendor…”

• “You don’t understand our business…” or “You don’t understand our challenges…”

• “While your product does cover about 80% of our requirements, it is missing a few critical capabilities…”

• “Your product looks good, but we feel we can continue to live with the current situation…”

• “Your product is way too expensive for us (but thanks for the education) …”

What others have you encountered?