Ran across this video on You Tube and thought it made some powerful points.
1. If someone says “your price is too high” act startled and say “why?” Then you can get them to state their REAL objection (like “I just don’t think it’s worth that much” or “I saw it somewhere else cheaper”).
2. Then, you RESTATE the objection in terms you can address. “Well, let me make sure we’re not comparing two different things…here’s what our product does and why it’s more expensive”.
3. Then GO FOR AN IMMEDIATE CLOSE. If that really was their only objection, then maybe they’ll buy! And you won’t “talk yourself out of a sale” by covering unnecessary ground.
But quite often “price” is simply an excuse. It means a) you didn’t really sell them on the value of your product or b) they aren’t really in the market right now or c) they just don’t have the money.
4) But whatever you do, SHUT UP & FORCE THEM TO TALK. Once you go for a close, the next person who speaks loses! As this video says, once you handle an objection, you either close the sale or force them to tell you why they won’t buy. In the back and forth process of selling, you make it clear it’s THEIR TURN TO TALK.
Some obvious points, but well worth repeating. Try it! And tell me if it works…
Courtesy of BNET and www.NationalSalesCenter.com
Nice summary. I also think that it’s better to have uncovered the objection and have a chance of addressing it, than never knowing (and loosing the sale).