Dealing with Client Concerns
Topic: Competition, Market Intelligence, Startups, Strategies|4 Comments »
I was rummaging through my old lecture notes, and came across one that I really wanted to share. It’s a great bit of information that will be very useful once the customers start rolling in. Below is a list detailing customer objections along with an appropriate response to keep the gates open. It’s much more difficult to make a sale once you’ve been shot down, but by keeping the dialog going, you’re more likely to come out on top.
Just to note, these can be applied to current customer’s as well as cold calls. And, before we get started, I wanted to point out a great article I stumbled across entitled The Fine Art of Telephone Prospecting over at Freelance Switch.
|
OBJECTION |
RESPONSE |
| “I had problems with a similar product before, and I don’t want to go through that again!” | “Yes, I understand your attitude, but have you considered…” |
| “I’m too busy.” | “That’s why I’d like to explain how I can save you time [and money] by…” |
| “The last salesperson I dealt with caused me all kinds of problems.” | “That is a regrettable situation. It’s a shame that all members of my profession aren’t honest, but…” |
| “I like what I’m hearing, but I need to hold off for now.” | “Let’s figure out how much you can save by acting now.” |
| “Your product sounds just like your competitors.” | “There are similarities, however we have… and at a better price.” |
| “I’m not sure if I can risk a changeover to your product.” | “Let me tell you how one of your competitor’s successfully made the switch to my product.” |
That’s all for today startup students. Remember, tomorrow is Field Trip Friday so be sure to stop by. I’m putting together a great post about my home office. Class Dismissed.
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July 26th, 2007 at 4:40 pm
Field trip Friday, eh? Sounds cool.
July 26th, 2007 at 4:44 pm
Ha, yea. I’ve been doing it for two or three weeks now. This one isn’t really a field trip, in fact I’m staying in my bedroom – but should be some interesting info and ideas.
July 26th, 2007 at 9:49 pm
Holy crap, this sounds just like my sales management class, haha! The responses are sooooooooo robotic!
July 26th, 2007 at 10:00 pm
Ha yea, like I said I pulled this right out of my old class notes. However, I think they definitely have their place and are great stepping stones to a solid sales call.
How about a few suggestions for our readers to personalize the responses a bit?