How to Run Objections into Immediate Sales
As we’ve seen, objections are really buying signals because the buyer is really asking questions that, if answered favorably, will mean they can buy whatever is being sold.
Certain types of objections, if handled the right way, can be turned into immediate sales. In a few moments we’ll look at different ways of closing a sale. Often objections offer the easiest way of closing a sale so that everyone is happy; what’s often referred to as win-win situation.
Tips:
A win-win situation is where the buyer gets what he wants at a price the seller is happy to sell at.
How to Handle The Price Objection
One of the most common objections you’re likely to encounter is the customer who tells you you’re too expensive. Often buyers use this objection hoping to get a better deal. You can use this strategy to your advantage by leaving a degree of negotiation in your pricing structure.
I say `degree’ as the last thing you want to do is get a reputation for having prices that are always negotiable. That said, I don’t think there’s any harm in having a small negotiating margin where your overall profits won’t suffer if you agree somewhere below your original asking price.
This is how it works. You give absolutely nothing away unless you get the sale there and then. No more buts, ifs, I’ll think about its. Simply, `If I agree will you buy it right now?’
If your buyer says no, he won’t or can’t, then there’s no deal and it remains fixed at its original price. However if he does agree to buy now he gets the item at a reduced price.