What to Do When Buyers Use the Sales Objection
Let’s say you have been in contact with a prospect for some time now. You have come to understand their goals and their fears, and it seems to you as if what you are offering is the best for their business.
The prospect has seen your product catalogs, loved them, chosen one or two items and you may both have agreed on contract terms, then all of a sudden your prospect says something that stops you as well as startles you for a while.
“Can we talk about this next year? I don’t think this is a good time for us to buy right now”
Sales timing objection is a technique used by prospects to stall a purchase or force you to walk away. Even though there are some times when there may be true obstacles, a prospect that is keen on buying but cannot buy at that time due to some reasons will be proactive enough to let you know their current situation and what is stopping them making the purchase.
The sales objection is mostly done by a prospect who might not feel an urgency to use your product or he hasn’t appreciable in what you are offering. These are some Sales Timing Objection responses that are better suited to help you get the heart of the prospect’s hesitation.
So, how can you respond to a sales timing objection? Here are a few responses you can use whenever it arises.
HOW TO RESPOND TO A SALES REJECTION
1. Is money or resources the reason why you haven’t purchase our product today?
If the response of your prospect to this question is no, then know that they do not regard your product as valuable. If your prospective replies in the affirmative, then try to find out what constraints are stopping them making the purchase.
2. Then what’s stopping you?
When you get your prospects to discuss their thoughts on this, you would be in the best position to understand and then address their hesitation.
3. What are the other priorities of your company?
It may be that your prospect has several other pressing projects that ranks high on his/her scale of preference and these needs to be completed. If you were to see the whole picture clearly, you would be able to decipher how much impact your product or services would be able to make or how your offering could help in the achievement of other goals. If you later discover that your prospect’s goals are being sidelined by management, follow up with number 5.
5. Is there a way I can help you in getting the resources you need to sell to the decision maker?
Find out where your prospect’s having difficulty gaining traction, then help get internal buy-in.
6. Has X goal shifted from your priority?
Let your product be attached to a tangible and sensible goal that you and your perspective had earlier discussed. This question diverts the discussion from the actual purchase process to the story of how your product can add to your prospect’s business. Follow up with numbers 7 and 8.
7. If you don’t act now, what’s the fate of those goals?
Have you tried to know if your prospect has a back-up plan, more like a plan B? if he/she has, what are they? Are they good? If they are good ones then your product might not be a good match. Make your prospect realize that he/she has no other way of solving their problems except through you and this would give you an edge in the game.
8. What’s your set deadline in achieving X goals?
If your prospect is not able to answer this question and clearly state the goals that he/she aims to achieve, then you still have more enlightenment to do as the need might not be severe or serious enough to warrant a purchase right now. But if the goals and the reasons for setting them are clearly defined and stated or there is a need to settle the goals in like three months interval, then there is a clear issue to be addressed here.
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