The Objection Formula

Objections are as much a part of process as any other step in your sales cycle and will likely happen more than once during the cycle.

If you are working your steps they can be handled quickly and easily and will strengthen the bond you have with your customer.

1. Agree

2 Restate

3 Isolate

4 Overcome

Customer Objection: Too expensive

Response:

Yes I agree it can be very expensive to find the right solution(Always agree, it validates the customer concern) So, your saying that it's cost that's preventing us from moving forward?(Restate his concern so you are aligned) But other than cost, you believe my solution represents your best path forward and cost is our only issue(You are now isolating his objection, making sure you get him to agree on the pain and how you resolve it)

well, I can't change the price but I can show you how having this tool will save your company money instead of costing you money.

Now review his admitted pain points and how you solved them getting his agreement along the way.

Do you see now how we are going to save, not cost you money?(if you did your pain points right he told you verbatim what those pains were, you can now close him using his own stated pains to deliver the close.

Why?

Because you can argue with me on my statements and opinions but how do you argue what you yourself have already stated?

This is why you must write down, verbatim the customer pain as he he describes it.

No pain no sale

To recap: Pain is felt differently throughout the organization and as such you will encounter different objections relative to addressing that pain at different points along the way.

Stick to your formula, work the steps and every time you get an objection write it down and review your best answer until you know it by heart.

Objections are buying questions, So know your answers.

Your pal,

Sean