Handling Objections - Part Seven!

posted: Friday, August 5, 2011

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We have spent the last few weeks talking about objections, how to handle them, and overcoming them in order to close the sale. We also started to look at different types of objections and how to specifically overcome each of those. Today we continue on that road starting with the value objection. Keep in mind that this is not a budget objection. In the value objection, the customer is questioning whether or not the merchandise they are going to buy is worth the money it costs.

Prospect: "Ok, I will talk to my wife and get back to you in a few days."

Salesperson: "I certainly understand you need to talk it over with your wife. You want to make sure that you are both on the same page, right?"

Prospect: "Yes, we have always made these types of decisions together."

Salesperson: "That makes sense. Before you go today, may I ask you a question?

Prospect: "Yes."

Salesperson: "How do you feel about the beauty of the earrings?"

Prospect: "They are really beautiful, aren’t they?"

Salesperson: "They are. How do you feel about the security of the screw-backs?"

Prospect: "That is definitely a feature both my wife and I have talked about, and would like to have."

Salesperson: "It is a nice feature to have, how did you feel about the price?"

Prospect: "Well, I thought the price was a little high to be honest with you."

Salesperson: "I understand. Is the price of the earrings too high or is it just more than you wanted to spend today?"

Prospect: "I just think the price is a little too high."

Salesperson: "I see. There is another thing that I forgot to mention. We have a very unique trade in/trade up policy. You can trade them in and receive credit of 14px of what you paid for them." (Use your most powerful or best FBA or your most powerful company story here, adding increased perception of value and adding a new reason for your prospect to buy.)

Prospect: "I didn’t realize that we can trade them in for bigger earrings in the future."

Salesperson: "Ask for the sale."

Now as we said before, this objection was about the value the object has to the customer and you overcame the objection by adding value. Next time we will examine how to overcome the budget objection when it is more about the actual price. Til’ then, keep selling!

FINAO - Brad Huisken

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