Working with the main objections for Dummies

All of us are faced with objections. For some, it is a reason to give up and realize that we are not the product is sold and not the season, and in fact everything is not as it is necessary to sell. Someone considers the objections as a reason for the negotiations, and it works with objections begin multimillion delivery. As management experience and the experience of my colleagues, I made a list of the main objections (of course a lot more, but these are the most common).

Expensive / competitor cheaper

That is, the client estimates the benefits derived cheaper price of the goods.

You can make a difference in the prices of a competitor to the exponential trifle. For example: let our product more expensive for 3000 rubles. If you count the difference on the day, we get about 100 rubles a day. For your client a serious amount of money? The difference of 100 rubles a day for a month for a German product that has the approval of the leading manufacturers of equipment.

Option: it is not satisfied? Price or cost? (99% can not understand the question.) It is necessary to ask the question: "Do you be interested in our offer, through which you can save ...?"

Option: offer more interesting conditions for the acquisition of goods (eg, delay).

There suppliers / do not need anything

From suppliers there are situations when there is no product available. And proven by many years the supplier may leave his client without a product, and then threatened production stop, multi-million dollar losses and problems for decision-makers in person.

This situation can be avoided by having an alternative supplier.

Hearing objection - there are vendor - offer to become an alternative supplier, and thus insure against non-delivery. And to ensure the quality of products can be offered to try your product is not in full supply, and for example, in one type of equipment.

I thought about it and call you back

It is necessary to ask the question of how exactly will think? Try to talk with the interlocutor that he called the things that confuse him, and offer a customized proposal or feasibility report, with specific answers to these questions. Also in this proposal described acquired gain.

For myself important to understand that the client does not object to her from harm, but only because there are questions about your proposal. Think of objections as clues from the client, the client tells you how to do it under its sharpened requirements offer.