Dealing with Customer Objections
Posted by MattE on 12 Nov 2005 at 10:11 pm | Tagged as: Marketing
One of the biggest hurdles facing small business owners when making sales are customer objections - reasons why they are reluctant to, or don’t want to buy from you.
The best way to overcome objections is to stop them arising in the first place. If your product is more expensive than your competitors, get in early and tell them why.
Is it because yours is;
Bigger? Better? Can do what the competition can’t do?
However, if a customer raises an objection, get to the heart of the objection. Perhaps it is price, so find out just what the customer means;
- Is it outside the company budget?
- More than they expected?
- Dearer than competitors?
When you know what the objection is, then agree with the prospect!
By agreeing with the customer, you have diffused the issue and can then work on overcoming it by working on the reasons why yours might be more expensive, such as different features, better back-up service etc.
Generally people buy on solutions to problems or meeting needs. If you can demonstrate why your product and maybe the additional customer care and service they will get from you will be worth those few extra dollars, then you will be well on your way to closing the sale.
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