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Dec 7, 2022 · Step 5: Respond. The final step is to respond. Only once you have a complete understanding of your customer’s objection can you offer your response in the form of a recommendation, an alternative, a solution, or a next step designed to address the customer’s concern and close the transaction.
- Leslie Ye
- “It’s too expensive.” Note that this objection is not the same as “We don’t have the budget.” Your response to this objection puts you in 1 of 2 positions
- “We don’t have the budget.” Remember that you’re in this conversation for a reason: Your prospect has a pressing issue that your offering can solve. Their problem needs an eventual solution, and waiting to find that solution will only prolong their pain — and could even make it more severe.
- “I can get a cheaper version somewhere else.” This objection requires a bit of detective work. There are a few explanations and it’s important to find out what you’re dealing with.
- “We’re being downsized/bought out.” Unfortunately, this objection usually means the end of the road. If your prospect no longer has a business, then you no longer have a deal.
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- Head of Customer Success
- Michał Włodarczyk
- It’s too expensive. The most common problem salespeople encounter is that a product is too expensive. Be sure not to take the cost to the customer deciding on your service as the starting point of your actions.
- I don’t have the money. As a salesperson, you may also encounter a situation where your potential customer’s budget is not aligned with the costs involved in using your services.
- I cannot afford it this month. This is another variant of the objection: I don’t have the money. If your potential client is genuinely interested in using the services you are offering them, try to find out whether their financial problems are temporary and whether they will want to work with you once they are over.
- I need to spend money on something else. It may also be the case that your potential customer wants to spend the money he has on something else. In that case, you need to convince them that it is your services that will provide them with the best solution to a particular problem or meet their expectations to the greatest extent.
- Leslie Ye
- "If money and resources were no object, would you be willing to start with our product today?" If your prospect says "no thanks" to your offer, they may not be convinced that your product is of value to them.
- "What's holding you back?" By getting your prospect to talk through their reasoning for their delay or decision to back out entirely, you'll put yourself in a better position to address their hesitation and work to find some middle ground that suits both your business as well as the prospect.
- "When would be a good time to buy?" Maybe, your prospect really does want and intends to buy, but just can't swing it due to factors like budget, current needs, or timing.
- "What are your company's other priorities right now?" It's possible that your prospect has several other pressing projects that need to be completed.
Jun 11, 2021 · Focus on the biggest emotional pain in this person’s world you have identified that you can solve, and explore the financial implications of leaving that problem unaddressed. 3. Get a reality check. “Most of the time I when hear, ‘Let me think about it,’ what people really mean is ‘No thanks.’.
May 28, 2017 · Please note: I do not use 'apparently' here to mean 'looks so, but is not really so' as in "he is apparently a honest man (but not really one)", but in the sense 'I wouldn't know to begin with, but so-and-so says so', as in mathematics is apparently a very challenging science (I wouldn't know, but Tom says so!)
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Oct 31, 2013 · Often in retail, you will approach a customer to offer assistance and be given some version of the browsing response. “I’m just browsing.”. “Just looking.”. “Just killing time.”. Generally, when you are confronted with the browsing response, it means one of three things: The customer really is just browsing. The customer does not ...
