Be Honest And Be Prepared
Posted: Wed Jan 29, 2025 5:11 am
It exudes a tremendous amount of confidence because you are flying directly into the storm. You are, with precision and logic, using the prospect’s own argument to reinforce the reasons for them to buy.
If your answer is well-reasoned, well-articulated, AND the objection was real to begin with, you will have put to bed the concern that the prospect has in buying. The logic is unescapable.
3 Bold Ways to Reverse Objections
“Your price is higher than your competitors!”
[Is it worth the price you’re asking me to pay?]
That’s exactly why this solution makes sense ukraine telegram data for you. We build the installation costs into the product so that you’re not surprised later on. This means…
“Your company screwed-up royally last time we dealt with you.”
[Will your product do what you say it will do?]
That is exactly the reason why you should use us. When we realized how poorly we managed that situation and how unhappy you were, it forced us to deeply examine our process and improve it. So now…
“We have been using the same vendor for the past two years.”
[Am I justified in making the change and buying right now?]
That is exactly the reason you’ll want to test us. At some point in the future the excellent delivery that you’ve been getting from your current vendor is going to be disrupted; probably through no fault of their own. At that point, you’ll need a proven back-up vendor to avoid a plant slow down and you won’t want to start on the fly.
Keep in mind that the answer must be completely true and accurate. If, as in the example above, the company re-engineered the process because of customers’ past poor experiences—feel free. If not, you cannot honestly and legitimately say so. If you do it anyway, you’ll proceed down an ugly path.
Reversing objections is counter-intuitive, highly effective, and requires superior preparation and courage.
If your answer is well-reasoned, well-articulated, AND the objection was real to begin with, you will have put to bed the concern that the prospect has in buying. The logic is unescapable.
3 Bold Ways to Reverse Objections
“Your price is higher than your competitors!”
[Is it worth the price you’re asking me to pay?]
That’s exactly why this solution makes sense ukraine telegram data for you. We build the installation costs into the product so that you’re not surprised later on. This means…
“Your company screwed-up royally last time we dealt with you.”
[Will your product do what you say it will do?]
That is exactly the reason why you should use us. When we realized how poorly we managed that situation and how unhappy you were, it forced us to deeply examine our process and improve it. So now…
“We have been using the same vendor for the past two years.”
[Am I justified in making the change and buying right now?]
That is exactly the reason you’ll want to test us. At some point in the future the excellent delivery that you’ve been getting from your current vendor is going to be disrupted; probably through no fault of their own. At that point, you’ll need a proven back-up vendor to avoid a plant slow down and you won’t want to start on the fly.
Keep in mind that the answer must be completely true and accurate. If, as in the example above, the company re-engineered the process because of customers’ past poor experiences—feel free. If not, you cannot honestly and legitimately say so. If you do it anyway, you’ll proceed down an ugly path.
Reversing objections is counter-intuitive, highly effective, and requires superior preparation and courage.