When you ask to be hired do you often hear “No”?
It can be tough to hear “No” from a potential customer and many people hear “No” and give up on the sale. A better approach is to interpret the “No” as a “Not yet”.
“No” may mean that they have already engaged another business but it can often mean I am not sure and have more questions or am open to negotiation.
Do you know what the common objections people have?
Some common objections include:
“It’s Too Expensive” …
“We Want Different Features” …
“I Need to Talk to My Wife / Husband” …
“I Need To Think About It” …
“Just Leave Me Some Information” …
“I’m Just Not Ready to Decide” …
There are others, some of which may be specific to your particular trade.
Think about all the possible objections that you get and your responses to them.
Of the common objections above, there are really only three types:
- Price
- Product/Service
- Unsure about it
Price
Your response to a price objection can follow two options (or you can combine them).
a. You can emphasise your quality and any unique selling point you have over your competitors.
b. You can offer a discount (you make sure that you are still making a profit). Many people can’t resist a discount. Many people spend money on things they don’t need and did not even know they wanted, just because they were getting a good discount.
Product/Service
If the customer is not happy with your product/service you can ask them about what aspect they are not happy with and if it is possible to do so you change the service to meet the customer’s needs.
Unsure about it
If they are undecided about it, this is your opportunity to ask why and answer further questions about what you are offering.
If at the end of answering their questions they have not made a decision you should arrange to contact them again when they have had a change to consider it or when their husband/wife etc… is with them.