Ohhhhh Man, this is a good one.
I hear this one on a regular basis nowadays. As a matter of fact, one of my friends, who happens to be a sales manager in the Solar Sales industry, told me that his guys keep running up against this.
I told him that I would figure out something to aid
in overcoming this objection.
It actually is something that I run across myself, so adjusting a few words to make it work for him, was somewhat easy.
Remember when this objection gets thrown at you, typically what I have found is that the salesperson has not done a good enough job explaining the process, and most importantly the benefits, with professional and surgical precision.
Usually, it is just a lack luster performance,
one that is definitely NOT WORTH PAYING FOR.
If you for example are in the Solar Sales field,
do you actually know what the benefits are?
Do you know who is the largest purchaser of Solar in the world?
Do you truly know that if someone finances the Solar Array,
it is going to take several years before the customer actually
is going to see some financial benefits?
Look if these are things are not automatically woven into your presentation,
I can GUARANDAMNWELL TELL YOU, they are going to come up.
That time is normally when you are going to attempt to have the customer sign the agreement.
If you have not surgically placed this beforehand into your presentation,
you might as well just tip your hat, pack up your shit, and leave.
Cuz, you ain't sellin' shit today.
Then you can go home and cry to your spouse, that the leads suck.
TRUST ME, THEY ARE TIRED OF HEARING YOUR EXCUSES.
So it's time to SOLDIER UP,
become a pro,
and quit being an amateur.
So do you want to know how I helped them out?
So here's the scenario...
Joe master closer has woven the objections within the presentation, however Mrs. Customer, starts examining the agreement, and decides to throw up an objection that normally would deflate and kill most salespeople.
Here we go...
(your gonna like this)
Mrs. Customer:
"Joe we appreciate what you have shown us, and you really did a good job, however my husband and I are just not willing to get locked into an agreement for that long. 25 years is a long time to be locked into an agreement for Solar Panels. We're going to need to think about this."
(SOUND FAMILIAR?)
Note: Instead of losing his composure Joe Master Closer looks
Mrs. Customer dead in the eye and follows with this.
Joe Master Closer:
"Mrs. Customer, that's exactly what the Big Utility Companies, are hoping and praying you would say.
Do you know who is the largest investor in Solar Energy?"
Mrs. Customer:
"No"
Joe Master Closer:
"The Big Utility Companies. They throw it up in your face daily, with all the advertising money they spend. As a matter of fact, you're already using Solar and don't even realize it. Who do you think is paying for those Huge Solar Farms you see popping up everywhere?
YOU ARE!
The Utility Companies get their Solar Panels financed much in the same way we are doing here for you, however they are making you pay for it.
And how do they show their gratitude for your kindness and generosity in making those payments for them?
They jack up your rates 2 to 3 times per year.
How much are they paying for the energy the sun produces?
NOTHING, THEY GET IT FOR FREE.
Here's the kick to the gut though.
If you don't agree to pay for their Solar Panels, and whatever they decide to charge you for it, they will just simply shut you off.
So who then is COMPLETELY IN CHARGE of your hard earned money,
the Utility Company or you?"
Mrs. Customer:
"The Utility Company."
Joe Master Closer:
"I'm not the smartest guy in the world,
but that sounds pretty lopsided to me.
Look, when you are in possession of an agreement like this, it places you in complete control, and puts you in the driver's seat of your financial future.
It's locked in, and no Utility Company can dictate to you how much they are going to charge.
You have now taken your control back.
Do you mind if I ask you something?"
Mrs. Customer:
"No."
Joe Master Closer:
"Since the price of a gallon of gas has gone up over 300 to 400% over the last 25 years, if you had a crystal ball 25 years ago, and could have signed an agreement that you would never pay more than $1.00 for a gallon of gas, would you have signed it?
Mrs. Customer:
"Of course."
Joe Master Closer:
So if that kind of agreement had been available,
not only would you have signed it,
I think everyone in the world would have.
Look, since we all are going to want power for our homes,
having an agreement like this one that insulates your pocketbook
from any ridiculous and unnecessary price jumps,
means that you are in TOTAL CONTROL.
This now means that you permanently are in the driver's seat.
From now on, no company can decide to dip their hands
into your wallet, with ridiculous price increases.
Make Sense?
Note: At this point while Mrs. Customer is about to agree
Joe Master Closer throws out his hand. He's not waiting for the yes,
He is forcing the YES into their mind.
He's assuming the sale!
Mrs. Customer:
"Yes"
Joe Master Closer:
So for tax reasons, how would you like the agreement written up?
In just your name, or would you like to have both of your names on the agreement?
Mrs. Customer:
"In both of our names."
Finish the close and write it up!!!
BABAMM,
BABAMM,
BABAMM,
now that's the way to handle something like this!
This was simply a financial and term objection,
that spooked the customer for a moment.
However the Master Closer will realize this.
The Master Closer will paint a picture, find the pain,
and come up with the solution.
That's what The Master Closer gets paid to do.
There was no friction.
The Master Closer became the trusted advisor,
the steady hand, and above all else the solution finder.
This is not that hard.
Use the Brain that you were given.
Place yourself into the position of your customer.
Spend the time going over this.
If it doesn't work for you,
find one that does.
Muscle through and get it done.
Da Bear