Embrace Objections with These Turn-Around Techniques
The opposite of love isn’t hate. The opposite of love is indifference.
Rookies shut down or are shaken by objections. Professional sellers embrace them.
Money Maker #55 Professional sellers know that if they can overcome the objection, the order is theirs.
If your customers will tell you what they don’t like, you can begin to fix it. Try these turn around techniques to Close on objections.
Objection: Your Price is Too High
Customer: “I can’t buy that because your price is too high”
You: “If I can work on the price for you, would you buy it from me?”
Or
“What price works for you?”
Objection: I’m Not Buying Right Now
Customer: “I don’t need any of that right now.”
You: “When will you be needing it?”
Objection: The Market is Terrible
Customer: “The market is falling, I can’t buy right now.”
You: “When do you see this market turning around?”
This approach will sometimes invite a counter. In other cases it keeps the negotiation going so you can live to fight for the order. In any case, it is a heck of a lot better than, “Well OK, I guess I’ll call you next week.”
These turn-around questions on objections keep the customer talking and thinking out loud about how they can put the business together with you. These turn-arounds work on any objection, be it shipment, stock etc.
Objections show interest. Don’t run from them, run to them.
If you are too high, there must be a price that works. If your shipment is too far out, there must be a shipment that will work.
Want to learn more about this and other Sales Doctor secrets? Click here to buy Selling Lumber: Sales Secrets of a Lumber Broker and tune in each Friday at 4pm PST to the Sales Doctor Radio program. In Portland on 1410 am or around the world online at SalesDoctor.biz.