There will always be objections. You’ll meet with people who think they don’t need your services, even if they do, and it can frustrate anyone trying to build a business or make a living for their family. Even with an incredible offer and a money-back guarantee, there will always be someone who refuses to hear what you have to say.
There’s evidence that 64% of salespeople don’t even close the sale, so what can you do to overcome those pesky objections as a business owner or salesperson? Let’s dive right into some possibilities and strategies.
When The Price Is Too High
What would you do if a potential client looked straight into your eyes and said: “I like what you’re saying, but the price is just too high.” If you could respond immediately with one question — what would it be? In my experience, one of the best things you can say at that moment is: “The price is too high…compared to what?”
If your business is growing, there’s a fair chance it offers products or services at a reasonable price. Have you ever noticed that it’s rare that people ever compare the price at a fancy restaurant to other restaurants, especially if it’s known for a certain level of quality and service? If there is no comparison regarding the cuisine, then you can’t expect the price to be the same as the local diner.
It wasn’t too long ago that the average American was skeptical of Starbucks, wary of paying $5 for customized coffee. Around 15 years ago, some of us wondered how Apple would sell smartphones for such a premium price. These days, no one asks those questions.
The trick now is to frame the sale differently: “The price is high…compared to what?”
When You Give Small And It Pays Off Later
Let’s examine what we know often works with fitness chains: they often offer free guest passes or complimentary training sessions to lure in people who might be interested in getting in shape. It’s much easier to deal with sales objections in person after they come in and work out, rather than just…