HANDLING CUSTOMERS' OBJECTIONS PART 3

Hello out there!
Welcome to our last part of the Customer Objections series. 

We had looked at Handling Customers' Objections, Part 1

And Handling Customers' Objections, Part 2


Today, we will be concluding the series with a part 3

Let's begin.

Types of Customer Objections

There are three types of customer objections.


1.  Price Objections.
Overcoming price objections can be difficult. Salespeople usually react to these objections by reducing the price or dismissing the sale.
Demonstrate the unique value of a product and give specifics on how it will add value to the customer. If the objection is about a competitor’s price being cheaper, you can’t always win this sale.

Example.

“I like the convenience of the 2 in 1 PC, but I don’t know if I want to spend that much.”

Answer Tip:

“You told me that you travel often for work, and 2 in 1 PCs are great for life on the go. The battery life has been getting better and better.
 This device will run for nine hours on a single charge if you use it for light duties like web browsing. It’s a terrific value.”


2. Need Objections
The need objection is when a customer questions what features they need.
When a need objection is raised, the salesperson either hasn’t determined the customer’s needs or hasn’t convinced the customer of the product’s value.

Example.

“I don’t know much about RAM. Do I really need this much?”

Answer Tip:

“It depends on what you’re using the PC for. All these technical specifications can be complex, so let me explain what RAM will mean for you.
 The more RAM you have, the more programs you can have open at once without it slowing you down. If you are going to use the PC for work, consider how many programs you use at the same time.”


3. Time Objections
Time objections happen when a customer isn’t ready to buy. A common time objection is, “I’ll have to think about it.”

When presented with a time objection, find out whether the customer genuinely needs to wait or just isn’t sure if they want to purchase the product.

When a customer cannot afford the product or has to check with someone else before buying, they have a genuine time objection. Discuss options like lay-away or holding the product for the customer.

Example.

“I think I’m going to wait to buy the 2 in 1 PC.”

Answer Tip:

“If you’re not sure if it’s the right device for you, I’m happy to tell you more about the benefits. However, if you like this device I would recommend buying it soon because it’s been selling fast.”

Behind each of these objections is the same issue...
 The customer isn’t convinced of the product’s value and YOU need to convince them!


Thanks so much for reading.

I like to have your inputs and recommendations.


The RichKing