Business, Money, and Trading Blog

Because you’ve probed a bit more into the reason your customer believes it may be too expensive you’re in a better position to overcome their objection. But before you do that you need to know whether or not the holiday is within your customer’s budget. You do this by asking, `How much are you planning to spend on your holiday?’

Some salespeople will disagree with me when I tell them this saying that you’re going to insult your customer. However, in all the years I’ve been running my own businesses no one has been insulted by this question. In fact quite the opposite has happened and they’ve been pleased to be able to give me something that I can work on to come up with a package to suit their needs. Read the rest of this entry »

Before going any further you need to know:

• Is it too expensive because the customer can’t afford it?
• Have they found a cheaper deal elsewhere?
• It is just more than they thought it would cost?

You can ask anyone anything you want without them getting offended, provided you’re polite about it. So you ask them: `When you say it’s more than you expected to pay is that because you’re seen a cheaper deal elsewhere?’ Read the rest of this entry »

Now you have two options:

1. Decide to stop wasting their time and politely invite them to browse through the brochures when they get home while you get on with the next customer.

2. Overcome the objection, or, if this is not possible, interest them in an alternative holiday that fits their budget. Read the rest of this entry »

If you’re to successfully overcome customer objections you must understand that they’re actually not objections at all. They are buying questions, or buying signals.

Imagine for a moment someone is planning a holiday to some far-flung exotic destination. Somewhere they have never been before. They know roughly the area where they want to go to because friends went there some time ago and said they really enjoyed it. Read the rest of this entry »