I can totally relate to the reality of the markets today…
Since 2008, its been an uphill task for us all in sales and more so for our wonderful marketers, and its sad to see so many good folks lose their dignity, their livelihoods and their reputations in the face of some real tough objections ( brickwalls) coming from their clients, some of whom probably swore to be by your side through thick n thin….but have gone away just and market sentiments tanked!!
So lets look at some very difficult objections that sales reps have been facing recently and what could probably be the best answer to address these client objections
- Common Objection 1: “I can get it cheaper elsewhere.”Response: “In today’s world we can almost always get something cheaper. I’ve found that when smart people invest their money they look for three things: the finest quality, the best service and lowest price. However, I’ve also noticed that no company can consistently offer all three-the finest quality and the best service at the lowest price. Which two of the three is most important to you in the long term?”
- Common Objection 2: “I have a friend in the business.”Response:“There’s an old saying – I don’t know how true it is – that sometimes friendship and business don’t mix. If you bought from a friend you might not say anything if you weren’t happy with the purchase, but with me you can just get on my case until you get what you want.”
- Common Objection 3: “I did business with your company in the past and they were unprofessional.”Response: “I can really appreciate that. I really hate it when that kind of thing happens to me. You know, though, suppose the shoe were on the other foot and it was your company that had acted unprofessionally. You’d probably fire the person responsible. That’s probably what we had to do, and now it’s my job to make certain that you’re treated right.”
If you know of other common objections please do let me know and give me the opportunity to share some insights with you all.