| I'm sure there are many of you that have read | | | | you've already established value. So the question |
| the above headline and think that I have rocks in | | | | is, why is this objection coming up at this time, |
| my head. You have probably run across all sorts | | | | since we've already established a need. The |
| of sales objections in your sales career. | | | | answer may be that there's not enough linkage to |
| However, if you examine those objections you'll | | | | value. |
| be able to categories them into four main types. | | | | We can also relate money to time. Ask him how |
| By the way, this is a very good exercise to do. | | | | much it is costing him to wait. Relate the money |
| Take all the objections you can remember | | | | to time by asking him how much it is costing to |
| getting. If you memory is not good, keep track | | | | not solve the problem. |
| of all the objections you get in the next month. | | | | One of the best ways of handling objections like |
| Write them down after the sales meeting. | | | | this is to use the Contrast Frame. |
| Then take all those sales objections and class | | | | So, the answer to a money objection is to go |
| them into the four categories I'm about to give | | | | back and establish the value or to show them |
| you. | | | | ways that it will pay for itself. So, when I am |
| Then take the time to formulate answers to | | | | selling sales coaching, for example, I show people |
| each of those sales objections. | | | | how our company won't cost them anything, |
| Now as I mention the different objections below | | | | because we will produce more results than what |
| I'll also give you some tips in how to deal with | | | | the cost of the fee is. |
| those types of objections. This will make it easy | | | | "It won't work for me |
| for you in a sales interaction because you will not | | | | This is similar to "I don't believe you." These two |
| have to remember 100 responses. As you hear | | | | might also be called, "I don't need it," or "I can see |
| the objection you can unconsciously classify it as | | | | the value in it and it won't work for me for |
| one of the four and then use the method for | | | | whatever reason." |
| dealing with that type of objection. | | | | These objections are answered by naming |
| OK, here are the four types of sales objections: | | | | specific people who bought the service or |
| - "I don't have enough time," | | | | product, are using it and are happy with it. You |
| - "I don't have enough money," | | | | can go down a list of the names of the people |
| - "It won't work for me (it works for everyone | | | | who purchased and offer to give the prospect |
| else but it won't work for me)," | | | | their number. |
| - "I don't believe you." | | | | "I don't believe you." |
| Those are the only four objections there are to | | | | This is essentially the same as the previous |
| anything. | | | | objection. |
| "I don't have enough time," | | | | You can answer it in a similar way or use other |
| The answer to this goes along the lines of: "Well, | | | | means of raising your credibility and the credibility |
| that's surprising, Mr. Jones, since I am, talking to | | | | of your product or service. It will also help to build |
| you about saving you time. That's what this is | | | | more rapport wioth your prospect. |
| about, saving you time....." | | | | In finalizing just remember it's important that |
| "I don't have enough money," | | | | when you have answered the sales objections, go |
| "I don't have enough money," or, "I can't afford | | | | back and re-establish the value of your offering. |
| it," is how you'll usually hear this objection. But | | | | |