Overcoming Objections

Overcoming Objections

The most common objections most professionals hear are, “I can’t afford it,” “It’s not in my budget,” or “It’s too expensive.” This may come as a surprise, but when a customer objects to price, it’s almost never about the money. It’s actually a blaring symptom of a much bigger issue in your sales process. Overcoming objections.

How many times have you bought that line from your customers when they deployed their money excuse on you? Turns out this default excuse is being used all over the world and salespeople are buying it every day, in every industry.

Continuing to buy into this excuse will cause you to leave a lot of money on the table.

Potential customers are afraid to part with their money. Money equals security, and it doesn’t matter whether you’re asking them to part with $19.00 or $1,900 for your product. People are happy to spend their money when they see there’s more value in having your product than in keeping their money.

When you hear the money objection realize there is something below the surface of their objection and it’s your job find out what that is. It’s your job is to educate them past their objection and help remove this barrier.  I can go into a dozen ways to fix this scenario but every business situation is unique. I would be doing you a disservice by dispensing advice that may or may not work in your business.

I’m attempting to get you to see that if you continue believing the money objection, you’ll continue to negatively affect your bottom line.

Next time you hear it….ask yourself why it surfaced in the first place and did you do a good job in discussing value? If your customers cant see the value they cant see themselves buying from you.