"That other company I looked at was selling their product Cheaper than yours, I'm just going to go with them."
Ok, so none of you have ever run across this. It only seems to happen to me, or the people that I work with.
If you are one of the lucky ones that no matter what you tell the customer they just seem to want to pay your price without question, then this post is not for you. For the rest of us mere mortals you might want to read on.
I am going to set these next few posts dedicated to just this objection. I have covered it many times, however I believe that in our business; SALES, you had better have multiple ways to close deals.
Not every rebuttal is going to work on every person,
so you had better have more than one way
to skin the proverbial cat so to speak.
Great salespeople are great listeners, observers and story tellers. I have found throughout the years the best salespeople can paint a picture verbally that the customer can envision with ease. The salesperson is able to create a visual tapestry with their words that will make it easy for the customer to say yes, because the story creates a scenario in the customer's mind that literally makes sense, and is entirely applicable to the situation at hand.
The scenario that I am going to create for the potential customer is one that most people have had the choice to make at least once, if not many times, throughout their existence.
Used properly this technique is not only humorous but productively successful in its outcome.
One of the best ways to close people is through humor, and this close is one that all people can relate to unless your prospect is a vegetarian.
(See, already starting off with humor)
So you wanna know how to do it?
So let's set the stage...
The salesperson has sold the benefits of the product,
for this example lets use Joe Master Closer Roofing Salesperson.
All the details have been laid out already, Joe is now showing the numbers.
Here we go...
Joe Master Closer:
"Mr. Customer, we are going to take care of all these things for $17,037.00, by the way I nearly forgot to ask you, we like to get started as early in the morning as possible because of the heat, like around 8am to 9am in the morning. Which time would work better for you?"
Mr. Customer:
"Did you say $17,000.00! There's no way I'm paying that for a roof, that's way too much money."
NOTE: Joe now has to surface the real objection here,
in this case the guy isn't trying him on for size, he has other quotes.
Joe Master Closer:
"I understand, Mr. Customer, when you say that this is way to much for a roof, would you mind being a bit more direct with me why you feel that it is too much."
NOTE: ALWAYS REMEMBER NO COMBATIVENESS
Mr. Customer:
"Look Joe, I've already had two other companies who have come out to quote the roof, and they are at least $2,500.00 cheaper than you are, I might as well just go with one of them."
Joe Master Closer:
"Mr. Customer, no one could ever accuse you of not doing your due diligence, don't take this the wrong way, but do you like cheap stuff?"
Mr. Customer:
"NO"
Joe Master Closer:
"I don't either, as a matter of fact, no one I know does. When it comes to your most valuable investment, your house, cheap just wont do. Let me tell you what I mean...
Note: Here it comes,
pay attention as to how Joe delivers this rebuttal
Mr. Customer, have you ever stopped at a convenience store and seen the little sign selling Hot Dogs for .99cents and if you want, you can add Chili and Runny Processed Cheese for an additional .25cents? They may smell good for a moment, but do you really think that they are selling you quality processed meat for less than a dollar?
Mr. Customer:
"NO"
Joe Master Closer:
Mr. Customer, there's a reason that the convenience store priced them that way, because it's garbage, and it's terrible for you. I'll ask you another thing, would you feel comfortable feeding that processed meat log to your kids, if it is even meat to begin with."
Mr. Customer:
"NO"
Joe Master Closer:
"Sir, It's the same with your house. Your house is your most valuable monetary investment. You cannot place substandard products on your house, roll the dice and hope that things just turn out alright. In my years of doing this, what I have found out is that there is always a reason why a company will price a product for a very low price, and that reason is always quality. Just like you wouldn't feel comfortable serving your kids a processed meat finger from a convenience store, you cannot feel comfortable settling for a substandard product on your most valuable monetary asset.
There is an old saying in Home Improvement...
"cheap equals garbage, you place garbage on your house it makes your house garbage."
You cannot be the highest in quality and the cheapest in price, good business just doesn't work that way, you get that right?"
Mr. Customer:
"Yes"
Joe Master Closer:
"Just like that Convenience Store Hot Dog will give you indigestion & heartburn, so to will a job that is done poorly to your house.
You think that Convenience Store Hot Dog will give you intestinal issues, just wait and see what a poorly done Home Improvement does to your Gut.
This is your most valuable monetary investment, so give it the CARE AND RESPECT it deserves. In the end it's protecting your family and your wallet." Does that make sense?"
Mr. Customer:
"Yes"
Joe Master Closer:
"One other thing, nearly slipped my mind. When we are done taking care of this project, serving you at the highest level, we really would appreciate you leaving a review for us, could you do that for me?"
Mr. Customer:
"Ok"
Joe Master Closer
"Those are always appreciated. Almost forgot again, when you get to be my age it happens, what time would work best for the crew to show up would 8am or 9am be better?"
Mr. Customer
"9am is fine, just make sure they knock on the door when they get here so I can make sure that the dogs are inside the house."
Joe Master Closer
"No worries"
CLOSE, CLOSE, CLOSE do not ask another question or bring anything else up. Write the deal up!
BA BAMM
BA BAMM
BA BAMM
As I always say, will this work 100% of the time
Hell no. It is just another tool in the box.
It works for me about 70% of the time,
I like them odds.
I use this one regularly,
especially when I need to lighten the mood with laughter.
Selling with Zero Friction means you will bring
HUMOR rightly placed into your presentation.
It closes more deals for me that you can count.
You don't have to use all of this, take what you need, mold it make it your own, then go and close some deals!!!!
Da Bear