MANAGING OBJECTIONS
Most people resist buying right after a sales presentation. They complain “It’s too high.” The sales person may again review the features and benefits of the product of service or, better, offer one or two that were reserved for this situation.
When price comes up, the demeanor and reputation of the sales persons can help convince a reluctant buyer. If, based on their experience in the competitive market, they sincerely believe that the price is competitive, they can often convince a doubting buyer.
Many prospects will raise spurious objections. Perhaps they (1) missed some of the presentation. It is possible also that the sales person (2) neglected to cover a feature of particular importance to the buyer. These two objections give an opportunity to repeat parts of the presentation. Rather than citing the real reason for not buying, the prospect erects a (3) smokescreen of false reasons which may be too embarrassing toe reveal. Future discreet probing may knock down this sales barrier.
Tags: humor, sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
