OBJECTION YOUR HONOUR | Do you hear these objections when selling?
“I need to look at other providers", "I really should speak with my current supplier” and/or “your price is high”
Over the last couple of weeks we have helped a couple of clients overcome these very objections and progress through the sales process. Below is an example of what we used:
OBJECTION .... " I need to look at other providers "
.... " I can certainly appreciate you wanting to look at other providers, we happily encourage it and understand that you want to make sure your decision is the right one .... based on the discussions we’ve had and the lengthy process we’ve been through, I am confident there isn’t anything I/we have missed that you need to seek in an alternate supplier."
.... " To confirm, we spent time understanding your objectives and goals for the project. We fully understand your current position and helped identify additional situations / impact should you choose to not implement XYZ. Please can I ask that when you speak with other suppliers: Please do not openly share my information, do what you feel is right, but if you can ensure the other suppliers know what we have done in terms of helping find the right product and service for you? "
.... " My worry is, that if you do share our information, they will not know what it means and how we BOTH came to the solution we have and the recommendations in it. "
OBJECTION .... " I need to speak with my incumbent "
.... " I strongly encourage you to do that, please can I ask that you keep in mind, how long it has taken us both to discuss your current situation and goals, and how we have addressed them? "
.... " Please can I ask how long you have been with your incumbent and why they were not helping you address your situation and offering a consultative approach to seek a potential fix? "
OBJECTION .... " Your price is too high "
.... " How much higher are we? We had a lot of things to prove to you in order to earn your trust and business. When discussed, we both agreed it was the best combination of product, service and price. "
.... " If we take price and set it aside for a second, are we the company you would most like to work with? Do we have the right product/service that you want to work with? Is the price objection large enough where it will stop us from doing business? "
.... " Are we able to try and come up with something that makes sense for both of us to get you what you need? "
Don’t initially discount what’s on the table, add something to the deal. For example: one day free training, additional license, extended support, etc. Bundle what you can to make your offering a ‘product’, this makes it harder for your prospect and buyer to compare with other providers.
Darren helps sales individuals and teams overcome objections. Darren provides in-depth objection handling techniques and helps sales people learn why typically objections are put up in the first place and how to avoid them in the future.
If you follow Darren's sales methodology you shouldn’t be experiencing these objections in the first place.
Want to identify whether we’re a potential fit for each other – please hit the contact us above.