What’s the real objection?
With more competition and a slower market, a little more aggressiveness and follow up are a necessity when it comes to winning a sale. While beating on doors is a great way to introduce yourself, promote your products, and answer questions, getting the customer to sign on the line often takes a little more effort by a sales person.
Getting drawings, or the opportunity to bid a job is important, but it is only the first step to a sale. The other step involves follow up, asking the potential customer if they have questions regarding the bid, do they understand it, etc. and finally… what it might take for them to close the sale. While this may process may sound straight forward, many customers have objections. A common objection is, “I want to think about it.” This objection, however, can have a variety of meanings.
I recently read, “They don’t think about buying from you,” an article published in the July 2007 issue of Qualified Remodeler magazine that contained a list of questions to help a sales person get to a customers real objection that I found very useful. They are listed below:
Objection: “I want to think about it.”
- I understand wanting to think about it. May I ask, what else do you need to consider in order to make this decision?
- How do you typically make a decision like this?
- What part of what we’ve discussed so far are you still not 100 percent comfortable with and is still in question for you?
- May I ask, what else do you need to weigh in order to feel confident this is the right solution for you?
- It’s great to hear you are that interested. Based on what I’ve shown you, can you share with me what you’re most excited about?
Are your sales reps getting to the real objection and overcoming it?
Thanks for reading!
Barb
Posted in Uncategorized, Company, Business, Marketing on September 4th, 2007 by Barb | |
