Although this isn’t a script, it is very important. What do you do when you are faced with these objections?
No closing. No commission.
#1: How much is it? This question is a strong buying signal. When the prospect likes something, they’ll ask, “How much?” so they can weigh how much they like it against the cost of obtaining it. Your prospect is educated these days. They’ve been online. This most likely isn’t the first time they have bought this type of thing either.
The prospect knows to act uninterested when they ask how much something costs. They also know to ask if that’s your best price. These are simply trial closes on their end to see if you’re a lay down salesman or not. Hold your ground, reinstate value, and persist on.
#2: How much room on price do you have? When a prospect asks this, they are not telling you the price is too high; they are simply trial closing you to see if you will come down. Spineless salesmen will give the house away. As a prospect, you can’t blame them for asking. The GM of a dealership once told me, “The top salesman here lost $60K this month.” Dude sold a lot of cars, but he was paying people to take them.
#3: This costs too much! When the prospect says the price is too high, it’s for one of two reasons. Reason number one is they don’t see a high enough value justifying the price. Reason number two is they are trial closing you to see if you’re spineless. Either way, they want what you have. You just need to raise the perceived value, twist the knife on their problem and hold your ground on price.
#4: Simply showing up So many weak salespeople settle for: “I’m just looking,” even though “I’m just looking” is a HUGE buying signal. If someone goes out of their way to fill out a form, or show up on your floor, they are interested. They wanna buy, they are just waiting for the right person with the right pitch to convince them to do so. When a prospect, who hates saying “no” goes out of their way to check something out, it’s a sign they have the money and the desire to spend it. You just gotta get it.
#5: I’m going to shop your competitor before I make a decision This objection is my favorite. In the modern marketplace, the competitor has a website with prices and inventory on it. If they do not, simply ask, “Why would you work with a company stuck in the Stone Ages who doesn’t even have a website?” Understand this means they are making a decision. They simply need more information in order to do so. You can provide that information right there on the spot, close them and press on.
Sales is all about perception. Yours and the prospects. Mostly yours, though. When you change your mind, you change your life. Shift your perspective to treat objections as buying signals and you’ll see the sales game in a whole new light. I’d like to help you with that. Invest in yourself by purchasing my Permission Based Sales training and learn the future of sales. If you’re going to survive in the modern marketplace, you’d better bring your A Game