How To Handle The Top 10 SME Sales Objections - Part I - Sales objection Type...
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Sales objection Type 3 – Genuine Concern, or an Expectation Gap.
The final type of objection arises normally due to a lack of qualification, or indeed not following an appropriate sales process. If at the close, a potential buyer is still not convinced, then either you have closed too early, or you have not addressed all their concerns.
At this stage, you need to find out exactly what the issue it is. It may be one of lack of authority – they can’t actually make a decision to purchase, or is could be because they have not matched the value your product can give them, with their needs and expectations.
Price should certainly not be an issue, if your customer appreciates the value of the product or service. Size and financial viability also fall into this category, and there are a number of ways of turning these around to appease the customer’s concern
The most common reason, and indeed the easiest to solve, is the “prove it” objection. Like all others, this should be confirmed as the last remaining question, by asking something like – “If we can do or show you that, will you go ahead”. A selection of proof points may be a pilot, a reference visit or maybe a factory tour if you manufacture your own products.
Visit our website (InfoCenter page) to read Part II.
About The Author:
Business Owners who need more sales and better marketing advice, turn to Peter Lawless, of 3R Sales & Marketing –
http://www.3r.ie . For previous articles and interviews like this, visit our website and subscribe to Success. We also provide free Sales & Marketing Assessments for Business Owners with an Irish Connection.
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