The number one UNDISPUTED objection is and always will be:
MONEY (The Biggie)...
The reason that this is always the Big One is simple. If you were not charging for your product, how many people would take it? Think about it, if you were selling a selling a brand new house for exactly zero dollars,
how FREAKIN hard would it be to sell it?
how FREAKIN hard would it be to sell it?
You need to show your new friends (your customers), the product or service you are providing to them, far outweighs the amount of money you just asked them to spend.
How FREAKIN hard is that?
When asking for the money, I have seen salespeople start to lower their voice, almost to a whisper.
I have seen salespeople shake and tremble, coming across to the customer that they are embarrassed by the price they just presented.
I have witnessed salespeople speed up the presentation while giving the price, almost as though they are ashamed.
I also, have seen salespeople apologize to a potential customer for the price they just presented, claiming they themselves thought the price was too much.
You name it, I've seen it.
I was once with a newbie who puked on a clients desk after presenting him with the price,
by the way, we didn't get that deal.
I have seen salespeople shake and tremble, coming across to the customer that they are embarrassed by the price they just presented.
I have witnessed salespeople speed up the presentation while giving the price, almost as though they are ashamed.
I also, have seen salespeople apologize to a potential customer for the price they just presented, claiming they themselves thought the price was too much.
You name it, I've seen it.
I was once with a newbie who puked on a clients desk after presenting him with the price,
by the way, we didn't get that deal.
What this shows your client, is that you do not believe that the money you are asking them to spend, is worth what they are receiving in return.
This is a death rattle to your potential sale.
This is a death rattle to your potential sale.
Selling is only a transfer of emotion from one person to another. You better have sincere emotion that the money you just asked them to spend will pale in comparison to what you are providing for them.
I hope that this is sinking in.
Money is the great equalizer in sales. People have challenged me on this in the past, and I always ask the same question.
If you walked onto a car lot, and they offered you the exact car you wanted for only $100.00 (for whatever reason), how quickly would you go to the ATM?
Now, that would never happen, however somewhere between the $100.00 to $30,000.00, there is a deal to be made.
Obviously, we all know the price will be much closer to the $30,000.00, but you get the idea of what I am talking about.
If you walked onto a car lot, and they offered you the exact car you wanted for only $100.00 (for whatever reason), how quickly would you go to the ATM?
Now, that would never happen, however somewhere between the $100.00 to $30,000.00, there is a deal to be made.
Obviously, we all know the price will be much closer to the $30,000.00, but you get the idea of what I am talking about.
By the way, just so we are on the same page here, the customer you are in front knows that you are going to ask them to spend money.
So be proud when you present the price to them.
If you even, slightly sound or look ashamed at the price you just gave them, they will see it,
and your potential sale is dead on arrival.
So be proud when you present the price to them.
If you even, slightly sound or look ashamed at the price you just gave them, they will see it,
and your potential sale is dead on arrival.
When the product or service takes care of the need or the want that the customer has, the money is no longer an issue.
If you can get your brain to assimilate that statement, the battle is 80% won!!
Until next time
Da Bear
If you can get your brain to assimilate that statement, the battle is 80% won!!
Until next time
Da Bear