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Value Objections

How to Close the Deal Even with Value Objections

There are five basic objections that a lead can have. You come across these sales objections when you have not adequately conveyed the value of a product or service to the potential customer. Anybody who has worked in sales has encountered these objections, so when they happen you should not view them as a sign of failure. With a few sales tips, you can overcome these objections and continue forward to a sale.

1. They Don’t Need the Product

A lead might claim that they don’t need a product, either because they are not interested or because they already have a working relationship with somebody else. If this is the case, it is not too difficult to overcome this sales objection. The best way to respond to this is with an example. Tell them about a recent customer who had the same objection and discovered that they actually did enjoy the service. Give a concrete example, or at least an example that sounds concrete. The customer wants to hear the specific reasons why this person changed their mind. They don’t just want to hear that the customer thought they wouldn’t like it and decided later that they did. If you are selling a service to a business, this technique can be even more effective if the customer is a well known business that operates in the same market as the lead.

2. They are Too Busy

This is rarely a lie, but that doesn’t mean it can’t work to your advantage. All the customer is really saying is that they don’t want to talk to you right now because they want to get something done. This is the perfect opportunity for you to arrange a meeting in person. Ask them if a given date would work for them, and if not – then what would work for them?

3. They Would Like to Review the Information First

A customer will say this when they feel like they are being pressured into a decision. Help them feel at ease by telling them that you can go over all of the information with them, and that you are familiar with it so you can help clarify any questions that they have.

4. They Don’t Have Enough Money

That very well could be the truth. A sale doesn’t need to be made immediately. If the customer responds by saying that they don’t have enough money right now, tell them that there is certainly no rush, and that you just want to talk to them about how the product or service can help them once the money becomes available. If there is a financing plan, you may also want to bring this up later on in the sale.

5. A False Objection

It is not uncommon for a lead to be so reluctant to talk to you that they will make up an excuse not to talk to you. The true objection of any customer is one of the first four. Any other objection that a customer has is just a way of getting out of the conversation. Once you realize this, you can try to uncover the true objection. If you can’t do so after a few tries, however, it is best to just move on to somebody more interested.

Bill Rice
About Bill Rice
Bill Rice is the Founder & CEO of Kaleidico. Bill is an expert in designing online lead generation strategies and programs. Kaleidico blends web design, development, SEO, PPC, content marketing, and email marketing to generate leads for mortgage lenders, law firms, fintech, and other businesses looking to grow a consumer-direct online strategy.

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