Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

Dont But Heads With Customers



Free PDF Download
The Time Of Our Life - By Dave Mather

Name: Email:


It’s sensible to avoid arguing with customers...but . . .

Customer objections can become stepping stones or stumbling blocks. Many salespeople fall into the “yes but” trap which weakens their negotiating position and could blow the sale.

Prospect: “Your price is too high...”
Salesperson: “Yes but considering all the features this is a great deal.”
Prospect: “I’m not prepared to pay that much...”
Salesperson: “Perhaps we would be willing to... (Value-added).”
Prospect: “That’s nice, but I think I’d like to think about this some more.”

Replacing ‘but’ with ‘however’ or ‘and’ is cosmetic at best, and does little to close a stalled sale.

SELLING PRINCIPLE: When a prospect objects, find a point of agreement.

Applying this principle is not as easy as it seems. Phrases such as “I know how you feel” or “I can appreciate that” or “I’m glad you brought that up,” are weak and appear slick and insincere.
Let’s analyze the price objection and develop a point of agreement, which positions us as assistant buyers, not product peddlers.

Prospect: “Your price is too high...”
Salesperson: “We’re not cheap.” or “This isn’t the cheapest system on the market...”

The use of ‘cheap’ is deliberate here. It changes the emphasis from ‘too high’ to ‘not cheap.’ Cheap implies poor quality, minimum features, or a stingy buyer. Few prospects want the cheapest system; they want the most features for the least investment and a better deal. A select number of high ego buyers want the “finest system money can buy.” There isn’t one price objection but several issues revolving around price. Does the customer feel the system is not worth the investment, or do they feel it is beyond their means? Do they believe they can get it elsewhere for less, or are they simply trying to put you off?

Clarifying the objection is up to the salesperson and, effectively executed closes sales. (Ask the customer for clarification if you are unsure.)

Salesperson: “Just to clarify my thinking, are you concerned this system is not worth the investment, or are you not sure how you can handle it?”

This salesperson changes “price” to “investment” which appeals to the customer’s sense of value and implies a longer-term benefit rather than short-term savings. By asking the customer to clarify their concerns, you allow them to answer their own objection. In addition, how you respond to “I don’t think it’s worth it” is distinctly different than handling the “I don’t believe I can afford it” objection.

Prospect: “I don’t believe I (we) can afford to spend that much...”
Salesperson: (Point of agreement) “I can appreciate why you would hesitate if you were concerned about the investment, in addition to the budget issue, is there any other reason that might cause you to hesitate?”


Related Articles

  What is the best way to develop my sales skills?
  How can you make more of your customers open your emails?
  Profitable Online Business Ideas and the Recession Part 2
  Contribution
  More crazy customers!
  Know your magic numbers
  Can you afford to make your email marketing more targeted? Can you afford not to?
  Social Networking or Social Distraction
  Which Social Media Tool?
  Old Gus and his pump
  Get better results from email newsletters and promotional emails
  Are you Hard, Scrambled or Soft?
  How to generate referrals
  Spam: You probably hate it but can you define it?
  Hacking Facebook Password with the help of free hacker tools for everyone
  How do I find a passionate and purposeful mentor?
  Tips for selling in hyper competitive markets
  Are you a Star?
  Mastering Marketing Strategies
  Find your Focus

Home > Sales > Dave Mather > Dont But Heads With Customers >

Free PDF Download
The Time Of Our Life - By Dave Mather

Name: Email:

About the Author: Dave Mather

RSS for Dave's articles - Visit Dave's website
Dave is a 40-year veteran Business Coach. Mr. Mather designs and conducts customized Performance Improvement Systems for organizations across Canada. Dave regularly aligns employees to a common vision in a period of weeks rather than months or years. The end result is a success rate for clients of three to five times that of the national average. Dave's background is in the broadcasting industry where he worked as a newscaster and radio personality for 6 years. He has traveled across Canada and the United States and has personally trained over 45,000 people to improve their performance. Dave has been heard by over 100,000 people through his various courses and platform appearances and has conducted workshops for businesses in Canada, The United States as well as in England, Ireland, Scotland, Wales, Australia, and South Africa. He has been quoted by many publications including The Detroit Free Press, Hamilton Spectator, Globe and Mail, Toronto Sun, Readers Digest and Toronto Life. Dave specializes in working with senior managers/owners helping them turn what is
Click here to visit Dave's website.
Dashed Line

More from Dave Mather
Business Success By Design
Make 2012 Your Best year Ever

Related Forum Posts

Re: Two Useful Books To Help You Focus On The CLIENT Re: Two Useful Books To Help You Focus On The CLIENT
Re: Suspicious/Problematic Users Re: Suspicious/Problematic Users
Hi everyone! Hi everyone!
Re: What customers actually wants? Re: What customers actually wants?
Re: How to Promote Your Blog – The Definitive Guide to Promoting Re: How to Promote Your Blog – The Definitive Guide to Promoting

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause



Worksheets
By: Evan Carmichael

Do you have what it takes to be an entrepreneur?

8 Powerful Steps to Finding Your Passion

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



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:
Popular Articles

Successful Cold Calling

How to develop the best lateral thinking skills

10 Steps to a Great Support Team

Suggestions

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.