Name That Objection
I really like the product you are selling but it cost too much
What is a price or money objection
Product Objection
Explain special product features/benefits
So you are having to pull employees away from other tasks to do floor cleaning, how is that affecting the customer experience?
Implication
The stage where you ask questions to find out what problems they have
Needs ID
Term used to designate where ownership of the good is transferred (indicated who is paying shipping)
FOB
This is a lot of information to sift through. Can I just call you when I'm ready to buy.
What is a time objection
Need Objection
Let them know consequence
Problem
The stage where you overcome concerns of the customer
Objections
This is what a feature of the product/service allows the customer to do
Benefit
No thanks. We've been buying from ABC Supply for the past 30 years and we're happy with them.
What is a source objection
Time Objection
Explain benefits of deciding today
How many square ft is the store?
Situational
The stage where you present three reasons to purchase
Presentation
Carnival ride used to illustrate the sales process
Ferris Wheel
We've made it 10 years using hand written receipts. We don't need a Point of Sale System.
What is Need?
Source Objection
Explain why reputable
If I was able to provide a driverless cleaning solution that has demonstrated an exceptional safety record, how would you feel about that?
The stage where you build rapport
Approach
The first thing to do when you hear an objection
Acknowledge the objection
These giant retaining wall blocks are impressive. However, we get along fine using small block.
What is a product objection?
Price Objection (name at least 3 ways)
Discuss value, ROI, Total cost of ownership, Break down cost, Explain why higher
The stage where you ask for referrals
Follow up
Referral, Benefit, and compliment are all examples of what?
Opening methods