“Tell me more about that”. You have just made a sales presentation and have asked for the order. The client has responded “it’s too expensive”. Did you start talking about your cost in relation to industry standards, in comparison to your competitor, or start searching for differences between your quotes? If so, you lost the opportunity to have the customer overcome the objection himself.
Is it too expensive relative to the budget for the project, or in comparison to what has been offered by your competitor? Does the client understand everything that is included in your proposal, or does he assume that all companies like yours are generic and the only differentiator is price.
Tell me more about that. This question can be asked (in variations) in response to almost any objection a client gives you. ”I used your company once before and was not impressed” … tell me more about that. “It doesn’t come in blue” … tell me why it’s important that it come in blue? “I hate your company’s service” … tell me more about that. Let the customer explain the objection fully and he may very well overcome it himself. Work with your business coach to develop your objection handling skills.
More soon, Randy
Your partner in $ucce$$
Randy Elo is the founder and president of Elo Business Operations Consulting Inc.