Welcome to “There are Only Six Objections,” a series of articles dedicated to overcoming the most common obstacles faced in sales conversations and presentations. In this first article, you'll be introduced to the Law of Six and the related Buckets.
But we won't stop there. In the subsequent articles, we'll dive deeper into the six most prevalent categories of objections you may encounter during your sales process, equipping you with the framework, knowledge, techniques, and strategies to diffuse these objections and win more opportunities.
The Six Buckets
Think of these as the Six Buckets:
- Budget,
- Time,
- Need,
- Relationships, and
- Two Technical objections.
Budget Objections. Customers might object due to budget constraints. They might feel that the product or service is too expensive and must fit within their budget.
Time Objections. Objections related to time can arise when customers feel they don’t have the necessary time to commit to the purchase, whether it’s the implementation time, learning curve, or other time-related concerns.
Need Objections. Customers might object if they don’t perceive a clear need for the product or service. They might feel that the presented solution needs to better align with their current challenges or goals.
Relationship Objections. A customer’s relationship with a salesperson or company may cause relationship objections. Because of past experiences, they have trust issues – either real or perceived – or other concerns about the business relationship.
Two Technical Objections. The first objection in this category might involve concerns about the technical aspects of the product or service. It could be compatibility with existing systems, integration challenges, or other technical specifications.
The second technical objection category could involve concerns from the customer’s technical team or experts. They might have more in-depth technical issues you must address before committing to a purchase.
Applying the insights
These six objection category buckets provide a structured way to understand and address objections in the sales process, helping sales professionals tailor their responses effectively and move toward a successful sale.
Stay tuned for the upcoming articles in “There are Only Six Objections.” We’re confident that our insights and tips will help you take your sales game to the next level. You will be one of the few who achieve an increase in sales of 20 to 30 percent over a six- to 12-month period.
If you have any questions or are interested in fast tracking the improvement of your sales team’s closing rates, get in touch. There is never any obligation, and we’ll discuss ways you can turn slow close rates into stellar sales for your business.
Let's set up a time to talk. Brian Tracy USA: 877.433.6225 Email Me feedback@focalpointcoaching.com
-courtesy Coach Phil
