"No" is almost never a hard objection — just a sign that your prospect isn't quite ready to take the plunge. Here's how to understand and overcome the most common B2B objections.
An experienced salesperson understands this and constantly tweaks their pitch to push things forward. It always pays to understand why the prospect doesn't want to move forward — and help them feel more confident in doing so. For companies that seem to be getting nowhere, here's our guide to objections no company should keep receiving.
Pricing is a common theme you'll need to address to close a deal. According to experts, the ideal time to mention pricing is about 10–15 minutes into a sales call — roughly 60% of the way through. Research also shows that pricing should be touched upon 3 to 4 times during an average call.
By weaving pricing into the conversation naturally and demonstrating value first, you'll reduce sticker shock and make the cost discussion feel like a natural next step.
At first glance this looks like a stall, but in the B2B world purchasing decisions are rarely one person's work. The average number of people involved in decision making within a business has climbed to about 8 — from all areas of the organisation with different roles and levels.
What this really means is an opportunity to discover the real decision makers. You can build this into your early questioning to identify who the key players are — ensuring the later stages of your discussion involve those who can genuinely close the deal.
Sometimes this is a blanket objection to avoid dealing with you — due to budget, authority or perceived need. But it's not always a dead end; it may point towards a sales message that doesn't resonate with your client base.
One of the most important things in B2B marketing is a solid overview of the issues affecting your clients and what steps could make your product serve those needs. Sometimes your product is the perfect solution — but if the message doesn't reflect this, prospects will never realise how much they could benefit.
The solution? Ask the right questions, collect the data, draw inferences, and tweak your pitch and product over time.
By using these tips and thinking about how clients interact with your business, you can make huge improvements to your conversion rate. Sales qualification is a powerful tool — take time to understand your prospects' pains, fears and wishes before you even get to the close.
If you're making your first moves into the B2B world or looking to boost your outbound performance, Blue Telecoms can help.