What are the most common objections in SaaS sales?

Objections are a part of any sales process. Even the most qualified prospect is going to have some beef to pick about your product.

Here are five of the most common, from Close. io’s 10 objection handling techniques every SaaS salesperson should know.

1. “Your product/service is too expensive.”

When a prospect says your product is too expensive, it isn’t always about price. In many cases, they have the budget for your product, but you haven’t demonstrated enough value to justify your price.

But sometimes it isn’t about price or value. Sometimes your prospects will use the pricing objection to hide their real concerns. The first thing you need to do when you hear the pricing objection is find out what’s really going on.

2. “We’ll buy if you add these features.”

Feature demands are common when selling to enterprise customers. They’re used to getting what they want, and what they want is for you to customize your software to their needs.

When prospects demand features that aren’t aligned with your vision, the best thing you can do is walk away. You may lose some accounts over this, but that’s better than compromising the integrity of your product. Besides, you’ll be surprised how often taking the deal away is all it takes to close on your terms.

3. “Your solution isn’t a priority right now.”

When a prospect says your product isn’t a priority, one of three things is true. You’re either selling to the wrong customer, you aren’t pitching to your prospect’s priorities, or your prospect is masking their real concerns.

First things first: Uncover what’s really going on. Then you can customize your approach based on their situation. In most cases, you just misunderstood what was really important to them.

4. “You’ve got a great product, but we’re going to go with [the industry standard].”

With a failure rate of 90%, it’s no wonder prospects hesitate to commit to startups when they could keep using the proven incumbent. Your product may be better, but the industry standard is safer.

The trick to winning over these prospects is presenting an option they haven’t thought of: Using both solutions. Turn an “either-or” situation into an “and” situation and you can close even the most stubborn prospects.

5. “Just email me more information and I’ll get back to you.”

Your prospect may have good intentions when they promise to get back to you, but you’ll probably never hear from them again. When you leave the responsibility of follow-up to your prospects, you’re basically surrendering the deal.

Agree to send them more information, but don’t hang up yet. Ask them an open-ended follow-up question like, “Just so I know what to include in my email, can you tell me …”

Usually that’ll lower their guard enough to start a conversation, and you won’t end up needing that email after all.

For a complete list, check out 10 objection handling techniques every SaaS salesperson should know.

Full disclosure: I work as a freelance writer with Close.io. I was not asked to answer this question, and my affiliation does not affect the quality nor integrity of my answers.

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