“I appreciate your honesty Paul, but I’m curious, how much were you expecting my services to cost?”
“That’s fine Sally, I appreciate that. A quick question for you- when the budget does change, is this a solution that you think will work for you?”
Two responses like these help you determine whether the issue really is about price or whether they have other reservations about working with you. I’ve said it in other blogs and I’ll say it again- it’s rarely about the price, it’s that your prospects don’t see the value in what you are offering. It’s therefore up to you to prove how much value your product or service will provide to your prospect. If however, you prospect is truly concerned about the price of your product, you can negotiate a price with them and move one step closer to closing the deal.
“Thanks very much for letting me know that, I really appreciate it. Can I just ask you though- is hitting your sales targets a key priority for you over the course of the next couple of months?”
“Thanks Jordan, I really know what it’s like to be busy myself, I’m manic but the last thing I want to do is schedule a call back to you when it’s really that we’re not a fit to work together. Can I do this- can I just ask you a couple of questions and actually, if there’s something of interest, then we’ll schedule some time in later to really go into further detail. How does that sound to you?”
“No problem at all, Becky, I’d be really happy to send you some information but just so I don’t waste my time or your time- can you just let me know what is the key information you’d like to see so I can make sure I provide that for you?”
“You know, Becky, I get lots of call when I’m really not interested and I just tell the person the other end to send their information and then I hope that they’re going to forget about me. Can I be honest with you, is that what’s happening here? Because I’d rather know if that’s the case.”
When you hear this sales objection, respond with something like this:
“Hi Dan, I totally understand that and I respect your honesty. All of my customers now, when I first spoke to them, said exactly the same thing. But they were really pleased that they took a few moments to have a conversation with me and find out how we could solve key problems and challenges for them. Can I ask you- do you have a problem with achieving your sales targets?”
“Can I ask you- is achieving your sales targets a challenge that you want to get addressed at the moment?”
So there’s 4 common sales objections and how you can respond to them to still be in with a chance of converting your prospect to a customer. My advice would be to write down the objections you hear most in your business and plan how you are going to handle these. If you need help with this, I’d be more than happy to have a conversation and share some tips tailored to you, so contact me here or connect with me on social media.
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