Group Forums >> Coffee and Car Keys >> Over come this objection
Over come this objection
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Posted 5 months ago I love your presentation, you did a good job, why don't you call me back next week and I will let you know? |
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| Posted 5 months ago jimdwalton says ...
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| Posted 5 months ago I would drill down as well. Clearly there is another objection here or I did not do a very good job understanding my prospect in which case I wasted a lot of time. "You can have everything... if you will just help enough other people." -Zig jack@pariseau-marketing.com
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| Posted 5 months ago Find out if they need to run it by someone else and offer to come back and present it to whoever, Ask them if they need more information or a clearer explanation, Ask if there is anything you can do to cut down the wait time, Let them know you are willing to work on barriers, objections and obstacales. HarrietAlison
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| Posted 5 months ago I would just ask what they want to accomplish in my next vist... |
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| Posted 5 months ago
Jim I understand taking time and I can appreciate that, what part of the proposal do you need time with? Do you have any concerns with the proposal?
Do you agree that (whatever the presentations is about) benefits the company saving time and money? C’mon Jim tell me the real reason.
With my b2c clients I ask this Do you have any concerns about my proposal?What part of my proposal concerns you? Do you have any doubts about me fulfilling my promises? Do you have any doubts about my ability or the companies ability to do the job? Is it the product? Is it th service? Is it me? Is it the price? Is it the rpice or cost to you>?
The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago There are many ways to answer this objection.The sales professional needs to ask . You can ask any question as long as if is framed in a question. Jim why are you hesitating on moving forward today?Tell me the real reason you are holding back. Most sales people are afraid to ask this type of questions as it reflects on them and what they did not do. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago Jim, if you were in my shoes what would you do? Let the client help you sell them The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago
Mr. Client would you agree that it is not in your best interest to compromise on the quality of the product, would you agree that it is not in your best interest to compromise on service and possibly service after the sale? Immediately jump into a true story of a client who did this very thing only to find an inferior process and product only to repeat the process with you.
This is another objection that allows you to inform the client why more people use you. Inform the client you are an expert in this line of work and profession. Build your value as the client feels his dollar is worth more than what you have proposed. Once the weight scale starts equaling out and leaning towards your value being worth more than the client’s dollar the ownership exchange can move forward. Reward the client with more information allow for them to base a new decision.
The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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| Posted 5 months ago I'd say thanks, "you have my number, call me when your ready" or "call me if you decide". but i would probably not get in that situation with the customer if i could help it... before the customer had a chance to say let me think about it for a week. i'd have ended the presentation with "take as long as you need to decide". Your guy sounds like a guy who is under pressure for a decision to be made. does that pressure come from him not having your product or service or, is the pressure coming from you. is he feeling the "i need to close this deal" coming from you only being expressed as "if you don't buy now, your business will go to seed" or you'll never see another deal like this or somehow trying to psycho analize the poor guy.as to why he won't sign the dotted line... "what's wrong with you?? why won't you say yes right now, i have a car payment to make? lol? Unless you are selling bucket's for his leaky roof during a rain storm, chances are, he has a week before his business totally fails from not buying your prod-serv. by taking the pressure off the customer for a quick decision, than, "if" he becomes a customer, he will be a much better customer and not one who will easily sway to your nearest competition should he be offered a nickle in savings. much esier to manage and deal with and all sorts of benefits with the customer who feels he has been respected. |
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| Posted 5 months ago "I understand, Mr. Prospect, this is an important decision and you want to consider all the options, isn't that right? (wait for answer) Well since you are going to consider it, I assume you are going to give it v-e-r-y c-a-r-e-f-u-l consideration? (wait for answer) That’s great, at least I know that I have done my job. Now just so I know what to tell my boss when I get back to the office, what is it you want to think about? (no pause) Is it the integrity of my company? Is it my personal integrity? Is it that you don’t think my (product or service) will be a good fit for your company? Is it that you don’t know if the investment will fit into your company’s budget?" The later is usually the answer that you will get. If the prospect answers any of the other questions with yes, stop there and handle that objection. However, most of the objections you will get, unless it is a flat out no, mean, “I don’t want to make the decision now.” You go through this technique to find out the “real” reason why the prospect does not want to go forward now. Hopefully you can handle the objection. Believe it or not, I still like the Ben Franklin close for any reason not to go forward. |
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| Posted 5 months ago Saleswarrior says ...
Saleswarrior, good, if you leave often times you will call back and discover they brought something differennt other than yours |
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| Posted 5 months ago jackpariseau says ...
Jack, drill down is the key! |
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| Posted 5 months ago HarrietAlison says ...
Harriet, good stuff, I would ensure that all their needs have been met, and try to find the true objection |
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| Posted 5 months ago Borisavich says ...
Borisavich, then what? |
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| Posted 5 months ago rich34232 says ...
Rich, vey good |
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| Posted 5 months ago rich34232 says ...
I just want to be sure! |
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| Posted 5 months ago rich34232 says ...
wow! very good Rich! |
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| Posted 5 months ago goldsmith says ...
it sounds like you are sure of your offering and know the competition, I have done the same on occasion but mostly like to discover the true objection |
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| Posted 5 months ago I heard a motivational speaker speak and his favorite lines are wait this is huge ,listen this is big, This is huge and listen up. Take what the client has stated and turn it back to them allow them to close if for you. I had a client the other day make this statement. I really have had no need for a plumber. I replied ,Jan would you agree we have this list that says the opposite that you really need a plumber?If you authorize this we can make these a thing of the past. and did the silent close. Another client made the statement that they did not need a plumber. I passed over the presentation paper close to him and replied. Ron,wouold you agree that you need a plumber the issue you have not wanted a plumber. I passed my pen to him and asked him to authorize and I shut up. You have to think about it? Would you tell me what it is that you have to think about? The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago Objections become one of the easiest portions of the sales process, know your client and their personality. Speak to the client the way they want to be spoken to and enjoy great communication. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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| Posted 5 months ago Do you need more info??? Is there any part of this proposal you are unsure of or unclear about???? What more do you need from me in order to make your decision???? Payment options??? 1/2 now 1/2 later??? HarrietAlison
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| Posted 5 months ago Harriet Keep in mind it is not what you say rather it is how you say it. These are from a clients viewpoint Do you need more info= what are you stupid that you can not make a decision with the information you have?Is there any part of this proposal you are unsure or unclear about?= they cannot understand what you have just stated they must be morons. Do you have any questions or concerns about my proposal. = what information is important to you to help make the decision. What part of my proposal concerns you?=what part of my proposal is confusing and needs clarification What more do you need from me in order to make your decision?.=I have done to much already and now you need mroe what else dop you need? The above questions ask the client what else they need to make the proper decision however you can ask how can we enhance this partnership to arrive at a decision today. Meeting terms usually indicates the ownership exchange. However do not offer the half now half later.Find the condition of the money issue.Finance terms,half down payment nowthe rest upon completion or start up of the project. Your company financing the project is the very last option. Every questions we ask must include them in a way that makes it their suggestion for the ownership exchange to happen.This means we can not ask questions that may put them in a defensive position to defend why they will not move forward.We must phrase the question to receive cooperation and help. Keep in mind the difference between ;go get that for me or could you please get that for me or do you mind getting that for me. All three ask the same thing however each has a different tone. another example. Your price is too high. why did you call me ,screw you or compared to what? The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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| Posted 5 months ago Rich, Yeah I definitly need to consider how I phrase my questions and queries about their ojections osr wanting to wait. good advice thanks. HarrietAlison
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| Posted 5 months ago I do not like this phrase however the sales technician must reduce the objection to silly in the mind of the sales technician.Respect the client and what they have stated but understand that the majority of them are stalls. We must find the real objection over the false objection. Once we understand that most objections are stalls we can logically assume we have not hit that WOW or AHA button.How do we do that? By asking questions to find directions and travel down that road. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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| Posted 5 months ago Most of those questions should be asked before you get to the point that you even present what product or service you have that fulfills their needs. Rosemary friend me on Facebook or LinkedIn and follow me on Twitter |
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| Posted 5 months ago Borisavich says
... I would just ask what they want to accomplish in my next vist... Borisavich, then what? ______________________________________________________ After you find out what they would like to do in my next visit. You can ask what is preventing them from doing it right now? Then you normaly get the real reason why they are not moving forward. |
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| Posted 5 months ago rich34232 says ...
All good!! |
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| Posted 5 months ago rich34232 says ...
an objection only means they need more information in order to buy your product |
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| Posted 5 months ago HarrietAlison says ...
harriet, nice, keep the conversation flowing to find the true need |
