Genuine concern or gap in expectations

Genuine concern or gap in expectations

The latter type of objections usually arise from a lack of qualifications or even from not following the correct sales process. If the potential buyer is still not convinced after closing, you either closed the deal too early or didn’t address all concerns.

At this point you need to figure out exactly what the problem is. This could be due to a lack of authority – they cannot make a purchasing decision, or it could be because they have not tailored the value your product can bring them to their needs and expectations.

Price certainly shouldn’t be an issue if your customer appreciates the value of your product or service. Size and profitability also fall into this category, and there are many ways to leverage them to address customer concerns.

The most common and indeed easiest to deal with is the “evidence” objection. Like anything else, this should be confirmed as the last remaining question by asking something like, “If we could do this or show you this, would you go ahead?” The test can be a pilot visit, a baseline visit, or a factory visit if you do your own produce products.

Part II – Dealing with SME sales objections is available on our website www.3r.ie