How to overcome objections when selling online

Pricing concerns is probably the most common objection that you’ll encounter online.  In this instance, you will have to first identify why they’re concerned about the cost. Is it because the product is really out of their budget or are they having trouble seeing the value of the item sold? Is it because they think they can purchase it for less elsewhere at another price? 

 A sales objection is an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you. In other words, it's a clear signal that you have more work to do in the selling process.

If shoppers feel that the item is out of their budget, perhaps you can talk about how the product can save them money in the long run. Will it lower their energy bill? Will it “pay for itself” in the long term?

If the client needs the approval of their parent, significant other, or boss before making a purchase, then figure out the concerns or objections of the third party and then address them while you still have the original customer with you.

Also try to encourage the customer to bring their partner along to the store, so you can speak to them directly, determine their concerns, and close the sale. In some cases, trying to get the other person on the phone may help, but doing so might make you come across as being pushy or that you’re rushing the client.

Addressing underlying concerns can be done by first determining why they need to think about it. Is it an issue with price? Are they wary of encountering problems with the product? Whatever the reason is, figure it out and address it to the core.

On the other hand, if you already know the reason why they need to give a purchase more thought, and you did your best to alleviate those concerns, then you should give them time to consider the decision. But perhaps you can make the choice easier by instilling a sense of urgency. For example, you can say something like “Just a reminder, our sale ends next week,” Tap into social proof. Talk about the experiences that other customers have had with the brand. Share some reviews or testimonials about the product to demonstrate how well it’s worked for others.

Build up the authority of the brand.

You can handle this by:

  1. Talking about how long they’ve been in business
  2. Sharing any prominent figures associated with the brand
  3. Sharing the media outlets that have featured the brand

To overcome money objections without lowering your margins, keep the following guidelines in mind:

Choose your words wisely: As much as you might like to respond, “You get what you pay for,” or, “Those are our fees and we’re worth every penny,” don’t. There's no glib, pat answer to money objections.

It’s not all about the money: Price is often a “red herring” objection. Work to uncover the real objection.

Get back to value: Communicate a clear picture of the value of the solution you established in the selling process. The right buyer can usually “find” the money if the value is too strong to pass up—if the solution you’ve proposed answers their needs especially well. Most times when buyers say, “Your price is too high,” what they’re really saying is, “I don't see the value of your solution.

Always take objections seriously since they translate to your profits at the end, rather than letting people tarnish what you built in years to crumble in a day.