A Handle on Objections
When the customer says your price is too high, your delivery is too long, the specifications
don t meet his needs or he s happy with his current supplier, does that mean he disapproves
or opposes you? Of course not.
What you...
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A Handle on Objections
When the customer says your price is too high, your delivery is too long, the specifications
don t meet his needs or he s happy with his current supplier, does that mean he disapproves
or opposes you? Of course not.
What you might consider to be objections sometimes aren t really objections are all.
They are
the sales realities or simple expressions of concern on the part of the customer.
Of course the prospect or client is concerned about the high price, because he s not
convinced of the value.
Of course he s concerned about long delivery, because that will
cause him delays and problems.
Of course he s concerned about the specifications, because
your solution isn t going to do the job.
And of course he s happy with his current supplier.
If
he wasn t, he’d come looking for you instead of the other way around.
Whatever it is that’s keeping the sales process from moving forward, it s your job to identify
and address it in a professional, n
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