If you have been selling long enough, you probably know all the objections customers will use to not see you or to not buy from you. But do you know how to respond to them?
Here are the five most common objections that customers use when prospecting, along with some advice about how to sell to them anyway.
1. “They are not in the office” Okay, this is probably not true, but we treat it that way. If this happens, find out the best time to call back the important thing here is to create a sense of urgency when leaving your name and number. Talk to the assistant in a professional way that would make them think you are important.
2. “We can find it cheaper” If you hear this, they are just trying to get a lower price. Treat this response as if they really can find it cheaper; position your offering, and the privilege of working with your company, as a higher value than working with the competitor.
3. “We always get a discount” This is hardly ever true. Again, they are just trying to get you to lower your price, so do not fall for it, and stand firm. They are testing you to see if they’ve gotten the “best deal.” If you drop your price, you will lose credibility and end up cutting a non-profitable deal.
4. “Send me some information to read” In this case, they are either trying to get rid of you, or they are just being nice. Nobody really wants to read brochures, so stop depending on them. In some situations, you have got to have a brochure, or your firm does not look serious, but that does not mean that anybody will ever read them. You have got them on the phone, now tell them why they should do business with you.
5. “We can not afford it now” Unless they are bankrupt, there is money there it may be in another budget, but it is there. If you hear this, it means they have not been convinced that what you are offering is important enough for them to spend the money. Find out what they are budgeting their money on and why. Then, position your offering and the value it provides so that it becomes a higher priority than the budget items that are currently funded.
Your ability to respond to objections is inherently linked to your ability to make sales and earn commission. Practice responding to objections so you can handle them like a pro.
Article by Brian Offenberger, CeM, CSMA, the founder of NJL Sales Training, a salesperson performance accelerator. He is also an expert in internet marketing and social media. He has worked in the security industry for an SDM 100 ranked company, an SDM Dealer of the Year, and one of the worlds largest systems integrators. Visit Offenbergers website at www.WeTrainSalesStars.com.
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