Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Objections are Requests for more Information

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.





Objections are Requests for more Information - To learn more about this author, visit John Brennan's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
Staging Diva
Debra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website

David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website

Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

Richard Jefferies
For an online Car Loan Calculator and finance for a cheap car loan. Get approved on car loans or car finance in Australia with cheap bank car loans and finding a car finance broker. Commercial car loans including business car finance and car lease. Car Loan Calculator has information on finance companies and getting the right cheap car loan from banks at best car loan rates and a online car loan calculator for all finance in Australia. Get the best car finance with our help at Car Loan Calculator and Finance Ezi. - Visit Richard Jefferies's Website


To learn more about the Evan Elite Author Program please contact us.

About The Author


John Brennan
(Visit John's Website) John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/F X011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses.

John Brennan is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


John Brennan's

Complete
List Of
Sales
Articles

Name
Email
Author's Free Downloads
Measure Customer Loyalty Icon Measure Customer Loyalty
Internet Marketing Campaigns Icon Internet Marketing Campaigns
Campaigns to Customers Icon Campaigns to Customers
Webinar Plan Icon Webinar Plan

More John Brennan
Calculating Customer Lifetime Value
Counter your Customers Negotiation Tactics
New Rules for Listening
Marketing and the Complex Sale
Diagnosing Objections
Email Marketing Tips
Qualifying your Prospects
Customer Body Language What to Look for
Going Beyond the Sales Lead
How to Shorten your Sales Cycle
Free Downloads


 
 
 


Evan Elite Authors
John Power  
George Ludwig  
Casey Gollan  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
The Flowing Point Icon The Flowing Point
EQ Coaching Report Icon EQ Coaching Report
Different QuickBooks Versions Icon Different QuickBooks Versions
Creating Rapport Guide Icon Creating Rapport Guide
Self-Employment Guide Icon Self-Employment Guide
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Marketing Blogs To Watch In 2008
Top 50 Marketing Blogs
Top Blogs To Watch In 2008
 
Top 50 Political Blogs
Top 50 Political Blogs
Top Political Blogs of 2009
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Edoh Konudze Kpalimé, Togo,
Edoh Konudze
Kpalimé, Togo
SEO For Africa

If I Were A Startup...
Razor Suleman, $143k to $5.4 Mil in 5 years
Razor Suleman
$143k to $5.4 Mil in 5 years
Jonathan Voigt, $214k to $507k in 2 years
Jonathan Voigt
$214k to $507k in 2 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Henry Ford, Ford Motor
Henry Ford
Ford Motor
Walt Disney, Walt Disney
Walt Disney
Walt Disney
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Jay Conrad Levinson, Guerilla Marketing
Jay Conrad Levinson
Guerilla Marketing
Guy Kawasaki, The Art of the Start
Guy Kawasaki
The Art of the Start
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     The Power of Your Own Affiliate Program
By Michael Fleischner
     7 Search Engine Optimization Strategies That Work!
By Michael Fleischner
     7 Steps for Creating a Landing Page that Sells
By Michael Fleischner

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information