What objection is Martha most likely raising when she states that her current equipment is still good?

When Martha states that her current equipment is still good, she is likely expressing a need objection. This type of objection arises when a potential buyer feels that they do not have a pressing need for a new product or service because their existing solution is satisfactory. In this case, Martha is indicating that her current equipment meets her needs sufficiently, which implies she does not see the immediate value in upgrading or switching to new equipment.

Understanding need objections is crucial for sales professionals, as they signal that the salesperson must demonstrate how the new product or service can provide additional benefits or improvements over what the customer currently has. To address this objection effectively, salespeople should engage in consultative questioning to uncover any hidden needs or areas where the current equipment may fall short, ultimately positioning the new offering as a valuable solution.