Oh, this one of my personal
"pet peeves."
When a situation likes this happens,
90% of the time it falls on the salesperson.
10% of the time it is the customer.
Now, this potential customer is attempting
to throw the salesperson off their game.
Because the salesperson is not prepared.
Typically in a scenario such as this,
there are two things going on.
The first scenario is that the salesperson's presentation is so damn boring, that it's not providing the customer with the level of certainty they need to purchase. They are tired of listening to the salesperson "just ramble on and on."
So they shut the salesperson down, because they are done listening to what the salesperson has to say.
"The juice ain't worth the squeeze."
OR
The second is that the customer is attempting to rattle the salesperson, by having them just throw out some number, so they can take control of the presentation away from the salesperson.
I have seen FAR TOO MANY salespeople fall prey to this.
I hate to say this, but the majority of the time,
this falls on the back of the salesperson.
Over the years, this is what I have witnessed
90% of the time.
1) The salesperson didn't make a friend.
2) The salesperson isn't presenting his or herself
as the trusted advisor and guide.
3) The salesperson is talking too damn much.
4) The salesperson is interrupting the customer.
5) The salesperson's presentation is painfully boring.
6) The salesperson seems to be completely
disinterested during the presentation with the customer,
and the customer is simply reacting to the salesperson's ambivalence.
However 10% of the time, the salesperson
is truly dealing with a bossy, rude, curt customer,
who wants to FLEX his abrasive muscle.
When a salesperson permits a customer like this to take control, the customer immediately loses any possible respect they may have had for the salesperson. The salesperson is no longer an advisor or guide, they are now an order taking tour guide, who is about to pay the price, for not possessing the necessary competence and dexterity to handle this objection
.
When this unfortunate circumstance takes place,
the customer is about ready to
CHEW THE SALESPERSON UP,
AND SPIT THEM OUT.
I cannot stress enough that when a salesperson falls prey to this style of OBJECTION they will lose each and every time.
The customer normally will just tell the salesperson,
"I'll get back with you."
The salesperson will then spend countless hours of
calls, texts and emails, in an attempt to kiss the customers
back side, in the hopes of closing this little mini sale.
This really makes me upset that far too many salespeople do not possess within their current skillset, the necessary means to handle this objection, then put it to rest and move on with their presentation.
It is now incumbent upon the salesperson,
to professionally reign the sale back in, and retake control.
So do you want to know how to do it?
Let's just jump in, no stage needs to be set here;
only how to handle it.
It is rather simple, however it needs to be delivered with conviction.
SO HERE WE GO...
Customer:
"Ok, let's just cut to the chase here, I have other companies
I'm looking at for this, so just give me your best price."
Salesperson:
"Mr. Customer, I understand completely, when you tell me to just give you the best price, what I am hearing is that price is extremely important to you, is that right?
Customer:
"Of course it is."
Salesperson:
"Well look Mr. Customer, my job is to do just that, to give you the best quality at a fair price." I want to apologize to you right now, this is entirely on me. We always provide the customer with our best price upfront. We believe in the no haggle approach. Research has shown time and time again, that 90% of all people just want to get the very best price that a company can offer, without the headache of having to haggle to get it.
If I didn't explain that to you upfront, again I apologize.
So, based upon the price that I am giving right now,
if you had to choose between one of the companies,
how would you make your decision?
Would it be the deal that the company is
giving you,
or would it be the product,
no matter what the price is?"
Customer:
"It would be the deal."
Salesperson:
"I completely agree with you, the nice thing about dealing with us is that not only are we great on price, but we do not ever take shortcuts or sacrifice on quality.
Look it's not a matter if you buy, it's a matter of when, and I'm guessing the when, is when the deal is right, RIGHT?"
Customer:
"Yes."
Salesperson:
"Perfect, so let me save you some time,
and allow me to go to work for you.
Let me show you why we are the best at what we do."
Note:
THE SALESPERSON MUST IMMEDIATELY
THROW OUT THEIR HAND TO THE CUSTOMER.
Then go right back to the presentation.
Do not dwell on this here, or bring it back up.
Don't turn the hourglass upside
down and ask stupid things
like "is that ok with you?"
The question has been answered
now just move on with the presentation.
Here is the key...
you asked the question,
and you answered it.
If answered with conviction
this objection should not come back up.
You handled this, and kept the sale moving forward.
I can hear you now....
It can't be that simple,
YES IT IS.
How are you going to know
unless you try it?
Quit over thinking it and just do it.
This works for me about 70% of the time.
When you get this objection,
how many times are you converting it?
I just did a T.O. for a salesperson, who was
hit with this very objection. When I took it
over, the salesperson could not believe that
I converted it.
I did it with conviction and a tonality in my
voice, that showed the customer I was sincere,
and that I knew what I was talking about.
Hopefully the salesperson learned something.
If done correctly, and not in a spineless way,
your delivery will put the objection in its place.
Your not being evasive, you are just stating a fact.
This does not mean to whittle down your gross,
and give your money away.
Again, this must be said with conviction.
If the customer senses any vacillation or
hesitancy in your voice, they will cling to it.
Delivered correctly, it shows the customer is
that you are truly the best at what you do.
AND YOU KNOW IT!!!
Now go out and close some deals!!
Da Bear