Nobody likes to be told that they’re wrong – especially someone you want to buy your product or service.
I cringe when I hear sales people defend their products, services and prices when a prospect raises an objection. Take it from me, the prospect won’t change their minds simply because you want them to. They will only buy from you for their own reasons – not yours.
To discover what their reasons are, you need to support and acknowledge their objection, rather than becoming defensive. So the next time a prospective client tells you that “we already use ABC to do that,” instead of telling them why ABC is a bad choice, just respond by saying: “That’s OK, many of our clients use (that product). The reason they want to talk to us is to ensure that they’re always (insert a value statement). When was the last time you reviewed your system?”
For more information on handling objections, re-read our article Is your prospect hesitating? Are you surprised? available on our Web site.
After the question’s been asked