Insthinktive Influencing
Price – The old reliable.
And one objection that dominates the marketplace now. And we can?t ignore it. However it is not and never will be the main determinant of the successful sale.
Because it is such an old reliable, how do we end up being thrown by it? WeWe always been amazed at how easily sales people are thrown by the obvious. You’se too expensive?or we don’t have the budget. And we do mean obvious. It’s coming at you, so be ready.
WeWe outlined some great responses below. You may want to copy them or edit them to suit you and your business. But you MUST practice these until they are second nature.
?i>You mean is too much to pay for a improvement in your pro?ts?
You mean that a month is too much to a price to pay for improving your sales by X%?
You mean that the cost will impede your ability to substantially grow your business and pro?ts?
?f I can save you X a day over the next 90 days what impact would that have on your business?
?sn? it true that the cost is less important than the return on the investment?
?sn? it true that if we get results in reducing the costs ?rst we can then reinvest this in to growth?
Remember to rephrase statements like?t costs too much????
Say it back to the prospect. “Really it costs too much”?
It’s too big a commitment “Really It’s too big a commitment”?
Your primary objective is to become more (more compliant, more innovative, more efficient etc) isn? it?
? know you are concerned by the cost of this, but wouldn? you prefer a more pro?table, more successful, more focused business than one that is just focused on the costs?
?hile the cost is vital to you now, in the long run the bene?ts of having a (more pro?table, more successful, more compliant, more innovative, more effective and more focused )business will surely outweigh this concern over upfront costs?
? know that economic concerns are a factor however, in the long run don’t you think investing in a more (more pro?table, more successful, more compliant, more innovative, more effective and more focused ) business with growing sales will outweigh any concerns you have now?
?sn? it true that the cost is less important than the return on the investment?
?sn? it true that if we get results in reducing the costs ?rst we can then reinvest this in to growth?
?ay I ignore this concern over price, if I can prove that the return on your investment will signi?cantly outweigh any costs incurred?
?hy is the cost of X more important than the ROI you can achieve using X?
?m I right in assuming that if we could address the concerns over the cost, then we could proceed next week?
?f we could save …. per day for the next 90days what impact would that have on your pro?ts?
Am I right to assume that the cost of X is the only factor stopping you from proceeding?
Timing ( Not now, talk to me in the future).
This is a beauty if you are the prospect. We can feign interest by putting you off. Giving you hope of a deal done, but in the future. And in most cases it never happens. But if you’se like a lot of sales people, you have a lot of ?uture oriented opportunities?and they should keep the boss happy, shouldn? they?
No. The general rule is that if they are not ready to buy in the next 90 days they will never buy. I say general as I know some of you work in industries with longer lead times, but as a rule of thumb 90 days is about right.
The key issue for us is that we challenge this objection to see if it is real or just an excuse to put us off, and close the meeting.
Remember the most important phase inPRESENTisEXAMINE, and if you have done this well you will be in a position to use some of these challenging questions below. And some are quite challenging, but deliberately so. We want to leave our meetings at least knowing where we stand.
You don’t want to wait for things to get better before you proceed do you?
You don’t want to miss opportunities to grow your business now do you?
?hy do you refuse your business the opportunity to become (more pro?table, more successful, more compliant, more innovative, more effective and more focused )?
Why do you refuse your business the enormous bene?ts that X can deliver to you now?
Am I right to assume that the thing that is holding you back from starting is actually the
reason we should get started? That is you can? /don’t have (enough pro?ts, enough success, full compliance, enough innovation, good enough systems, and ?)
?hen is the right time other than now to bene?t from being (more pro?table, more successful, more compliant, more innovative, more effective and more focused )?
Simple, but not easy…..
Next session;Need ( We just don’t need it)
