//SBE 10-05-2012: 14 = signup edited 2Mar13 by MD
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If somebody resist the objections or also hostile emotions with resistence, it makes stop in the communication or in the relationship. The agreement cause the flow in communication and also in sales process. It is not the “opposite”, it´s understanding the buyer´s opinion and making him in the right.
What I did right?
– today I received email from my client and he wrote, that the service is expensive and he canceled the order. I wrote him that I understand that this price is high for his company. I also wrote that I have another idea how to help him and asked him again about the purpose of the action.
What I did wrong?
– from the video I realized, that I don´t make mistake by resisting the objection, I usually acknowledge it. But I don ´t continue in conversation, I don´t explain the benefit of our product from the future point of view.
Marta, this is a great realization. The key to doing this flawlessly is practice.
makes sense 🙂
I appreciate how you meet objections. This hasn’t always been easy for me, it makes me kind of tie-up in knots. So thanks again for explaining how to meet the objections.
You are very welcome! Being able to welcome objections is the key towards getting to the root of the matter and can mean the difference between a close and a failed sale.
Great tip!! It makes sense. Acknowledge the prospect and the objection of the “it is too expensive” or it is a lot of money. Don’t create a break on communication, but Acknowledge the objection and don’t make him wrong. Like it.
Great advice. acknowledge, put yourself in their place, then proceed to work on their behalf.
When you acknowledge but leave the customer understanding that what they are objecting would have importance then, both you and the customer can be satisfied, the customer is heard and so are you.