1. I’m not interested.  Create interest by telling a short anecdote of how someone else benefited her home/work/play by using your product.
2. I don’t  have enough money.  Quickly recount how using this product saves money in the long run by  improving the client’s health, saving  his time, or increasing his influence.  State dollar examples of savings gained.
3. I don’t need it.  Be alert to the needs of the customer.  Don’t try to push more on the customer than she needs.  Does she need more space, more time, better methods, or just the basics?
4.  It’s too much hassle to set it up (such as a new phone, exercise equipment). Offer to set it up for him, according to your company’s regulations.  
5. My old one is good enough.  Make sure your client has product knowledge. Teach her the new features as you promote the latest device or service.  Discount it. 
6. Another company has a better offer.  Don’t say “no” to the customer.  Provide an in-store coupon, a sample, a gas card, service, delivery, or warranty.  Give people what they want.
7. I can’t decide.  How to handle objections involves eliminating excess information.  Narrow down the decision to two or three options and focus on the best selling point of each.  Offer your personal preference, if the client asks.
8. I’ll think about it.  Don’t let the client leave without providing specific facts and figures with which he can compare.  Tell him what day and time you will personally be available to discuss it again.
9. It’s not exactly what I want. If you are going to make a sale, you must know how to handle objections like this one. If it is not in stock, order the closest approximation to your client’s need. 
10. It’s just not for me. Show proof that having your product gives your customer greater advantage, potential, and possibilities than not having it.  Be honest, but do what it takes in devising how to handle objections.  Let your client know that you will make it happen for her.

10 Ways to Handle Objections Effectively is a post from: The Science and Art of Selling by Alen Mayer

As a sale representative there are occasions when you will face opposition from a prospective client.  This article will provide you with some specific tools and guidelines to use when you are faced with the dilemma of how to handle objections.

How to Handle Objections Using Listening Skills is a post from: The Science and Art of Selling by Alen Mayer

To ignore or try to dodge them is a confession of weakness which will not be overlooked by a prospective buyer. It is an opportunity for you to treat the question raised as if it were a point you would have reached very soon in your presentation even if the buyer had said nothing about it.

Among the usual objections are:

1. The product is cheaper elsewhere.

This may or may not be true. You may not know whether the statement is truth or false. If you know it is not true, it is not a wise plan to say so in a blunt, positive way. Neither is it wise to offer to bet that it can’t be done nor to offer an amount of money to charitable institutions if the prospect can make his word good. This comes too near an insinuation that the prospect is speaking falsely, and while he may know that what he says is false, he does not wish to be told so. You can simply ask: are you comparing apples to apples? What is included in that price?

2. Good points of a competitor’s products

An objection raised in this form is usually made for the purpose of starting you on a discussion of a competitor. This is always dangerous ground. You should say as little about the competing product as possible, emphasizing the points of difference strongly, and demonstrating the benefits of your own product for your previous customers (your own success stories create credibility!).

3. Your product is costing too much; customer can’t afford it

If you can show that the product you are selling will produce or save for the buyer more than it costs, your prospect can’t afford to be without it. Two classes of buyers raise this objection. In one class are those of whom it is true or for whose purposes a cheaper product will serve as well. In the other class are those who desire to put the salesperson off or whose experience has not been sufficient to enable them to know that the best is the cheapest in service and satisfaction.
To those in the former class you should make no further effort to sell. For those in the latter class you have a message. The price paid for a product is forgotten, but the service secured from it and the satisfaction enjoyed while using it are what counts toward future trade and repeat orders.

4. The product offered is not needed.

In meeting this objection it is worth while to raise such questions as:

• Is what the prospect has the best solution for them?
• Does it do the work in the most economical way?
• Does it enable the owner to meet the competition of those who are better equipped?
• Does it make the best possible impression upon those with whom the owner comes in contact?
• Would continued use of the inferior product indicate a lack of progressiveness (or vision)?

5. The prospect has no time to discuss your proposal further.

This is a method often employed to get rid of you in the hope that you will not return. A courteous request for a future time will usually find available time at the present. When the prospect realizes that you are not to be put off in that way, he will usually agree to hear immediately what you have to say.

6. Time to think it over.

In some cases this is bona fide, but in others it is only an excuse. You must judge between the two. If you decide that you are facing the maneuver or excuse, and your decision will probably lean in that direction as a rule, you should point out the disadvantages which are liable to arise by postponement, and the desirability of immediate action. If your products are satisfactory and desirable, if their ownership promises to be profitable, each day of postponement means so much loss to the buyer. Have you ever asked your customers – what is the impact of not making the decision today to buy? How much it cost you to stand still for next 60 or 90 days of postponing your decision?

Further reading:

• If you live by price – you will die by price
• Three Classes of Price Objections

Six Common Objections and How to Handle Them is a post from: The Science and Art of Selling by Alen Mayer