TOP 5 customer counterarguments. How to solve it?
These are the top counter-arguments that sales people are most stuck with, and therefore sales are not made or even beyond the first sales contact.
1. Price is expensive
When is the price expensive for the customer? For this argument, it is extremely important to know whether the customer compares it to a particular alternative or whether it is a question of overall price perception. Price is an argument if the customer is virtually the same or cannot afford it. If you or your sales team constantly get stuck with this argument, in most cases the answer is that your price protection is not well thought through.
2. I have to think
When does a Customer Need to Think? Even if he was sure that what you were offering was the best for him and that it was worth doing business with you and there were no hidden aspects that might make him regret later. Who is the best person to make them clear and make them think easier?
3. I need to discuss
From the point of view, people buy cars, houses, without discussing with a partner or business partner. When do they do it? How do you help him make that decision?
4. Let’s talk about the new year / spring
Again, when is this a real argument and when not? If you are still in the early stages of establishing a contact and have virtually failed to introduce what you have to offer, is it the most useful idea to have it postponed? It is not uncommon for a customer to later tell a salesman, “Why didn’t you come to us earlier, you should have needed it 5 years ago!” And the salesman shyly, “Well, I called you back then …” But at this point, the customer is not to blame, but you have to look at yourself. Take care of the customer and your time so much that you will learn some tips on how to avoid procrastination. Both sides win.
5. I have a service provider / I’m fine / I’m not interested
When and why does he say that? At the beginning of the contact or at a later stage of the sale, for example, after sending the offer. If you want to go further than selling to your warm, existing customers who are used to buying from you anyway, it is vital to learn how to deal with those customers who are jealously defending their time by making excuses to end the conversation with you. In most cases, this argument means something like, “I don’t have time / I don’t bother to talk to you based on what you’ve given me so far.” But it is easy to move on from here.