You must have trust in your product before presenting to others.
When you believe in your product or service, it is more natural to sell.
The best way to handle objections is to answer and cover them during your presentation.
If the customer is not interested in your product, it won’t bother object to it. They want to gather more reasons to buy from you.
During your presentation, the customer may have some objections. You must be prepared to handle them to make the sale.
1-When they say “I need to think about it”.
The best defence for this objection is to show uncertainty related to your product.
Say to them that if they don’t buy now the cost of manufacturing of the product is going up.
They will have to buy later at a higher price, or they will lose the opportunity altogether.
We know that the harder is to get something the better that item is.
You need to close the sale at that moment.
A study revealed that people forget 75% of the words they have heard in 24 hours.
When a customer leaves your door chances that you will close that has decreased.
When they say, “I want to think about”, they are not going to think that much.
A good response to this objection may be:
Mr. customer when someone says to me, “I need to think about” it is one of the two things.
It either is not interested, or they are not sure. Which one is it? Now you are giving them an option to choose.
In most cases, they will say: I am interested but not sure.
They are not sure for one of the three reasons:
- It is not fit for the customer
- functionality is not there
- It’s a problem with the money.
Now you have a new engagement with the customer.
If it does fit their needs than it is functionality (Ask the customer does it have all the features you need from the product). If there is something that the client wants it, you can develop and deliver to them.
If the problem is money. Let’s assume they think it is too expensive or it is more than they expected to say.
You can say: Mr. customer, you see the value of this product, and then you can introduce a payment plan for 3,6,9 months.
Most people don’t like to admit that they don’t have the money, this makes them feel bad.
By using this method, you are going to find the real problem, the actual cause that they are not buying your product.
2-When they say, I need to talk to my spouse
To handle this objection you should let them know they’re decision makers.
Tell them you’re a person that wants a fair deal, and if they feel that the agreement is reasonable, they’ll take advantage of it.
3-When the customer ask you about the price
When they ask you about the cost of your product or service, you are in control.
They want information, and you should give them.
The problem is that if you share the price without qualifying what that price is, there is no value around that price.
Let’s say that customer ask you: How much do you charge for wedding photography? You say 1000$, and they say, “that’s more than we expected“
Compared to what…
The right answer: It could be anywhere from 200$-1000$ depending on what you are looking for.
By giving them a range you are giving them the piece of information they want, and it allows you to ask questions about what they are looking for.
By using this method you are saying, let’s talk about this, and then I am going to give you a more specific price.