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Objections are Requests for more Information
| Guest post by: John Brennan |
Article Overview: Think of objections as simply requests for more information. In other words, when the customer objects, he or she is simply asking: "Tell me how to justify this amount of money?" "How is this a better buy than your competitor´s product?" "Tell us how your other customers have dealt with their price concerns?" "Tell me why I should buy the product from you, and not your competitor?"
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Objections are Requests for more Information
A little probing of the objection helps too.
"Do you have a target price in mind - a monthly payment, a fixed price, a down payment?"
"Are you comparing our product to another you are considering?"
If "yes" then ask them to lay it out on the table, to see if it is "apples to apples". If you have packed in value, there is no comparison.
Sometimes price is a smokescreen for some other issue. In which case,
"Before we talk more about price, are there any other concerns you have about our offer?"
or the classic trial close
"If I could show you how easy it is to cost-justify the upgrades, would you go ahead today?"
or, more simply,
"Besides price, is there anything else standing in the way of us doing business?"
At other times the price objection is not an objection at all, but a buying signal. They have made up their mind to buy, and now want to negotiate. In that case,
"You want to move on now and talk money? OK, thank you for your business. But first, let me make sure that I have accurately noted your order".
"Yes, the price is firm. Now, which credit card would you like to use for the deposit?"
If all else fails, you might want to go back a step or two in the sales process. Back to qualifying. Do the people you are talking to have the money, authority and desire? (Are they truly MAD?) If they have the money, and if they are authorized to spend it, then go on to the next step, which is to sell them on your solution to their pain. If they haven´t felt the pain, they don´t need the solution. If these steps are solid, the close is an easy next step.
Handling the Greatest Source of Failed Closes
How to avoid objections during your sales presentation
Cutting Through Stalls and Objections
Overcoming Sales Objections Made Easier
The 5-Step Method of Handling Objections
Article Tags: objections, prospecting, qualifying, selling
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Take care,
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