Objections handled! What are your customers saying?
In sales we all hear objections or better said, areas of concern. As retail sales professionals we can tell you that there are less areas of concerns than you would think. I personally used to think that there were thousands of areas of concerns and I was wrong. The typical areas of concerns that you might have heard:
“I need to consult with my business partner…”
“We want to think about it a little more…”
“We have that area covered in terms of…”
“We are just not interested…”
“My program is working just fine….”
I now have some questions for all who that are reading this post. What objections are you hearing? You are being held back by what?
Below is a comment section for you to comment or share what objections that you have received in the past. Comment and we will form what we think is the best rebuttal for
The prospect says that they’ve got someone else upgrading their website and providing SEO/SEM services as well as social media services.
I come up on Google Maps. That’s good enough for us.
What if they already come up on the first page? Should I even bother discussing what AdzZoo can do for them?
BTW, you gave great social media marketing info on the call today!
Hi Robert! What do you say when a prospect says that they have someone in house handling their SEO functions?
Great! What if I could double your exposure, decrease your expenses, and give you a better return on your money as I increase your bottom line?
or
How is that working for you? Great! What is the name of the person that you have designated to drive your marketing as I have some free tools to enhance what you are already doing.
Key: you have to blow past the stall. They are just giving a very standardized “I’m ust looking” or ” I am not buying” response.
I like the A.I.M. approach. Acknowledge, ignore, move on. As you gain more experience you will get more confident in your craft. You will get sick and tired of hearing the same stall and learn to keep charging forward in conversation.
Tip: I keep charging forward until they tell me to shut up, get out, or tell me to leave. I have nothing to loose and I don’t care what they think of me. You have to have the same attitude.
Thank you for the question and I hope this helps.
Great! Google maps is a start. What about additonal websites such as Bing.com, Ask.com, Yahoo.com, and the thousands of other websites that are on the World Wide Web?
The personal that say he or she has Google and that’s fine is in need of education. I would do searches with different key words and/or phrases as you will prove to him/her that the result is different every search.
At this stage in the game there are a lot of business owners that just don’t get it. This is why you have the opportunity to get rich. You don’t want them to get it. You neeed to put on your educator’s hat and provide them information. Posture and position yourself as the expert in your field.
Excellent! So what I am hearing is that you already see the value in social media and online marketing? Are you open to a second opinion?
Key: This could go many ways in conversation. You have to keep asking questions. Like: Really, tell me more… or Excellent, what kind of numbers are you projecting…. or Great, is your seo guy providing you numbers at the end of the month to display your return on investment?
Keey asking quesitons Donna. The more that you know the more that you are going to pierce the crap that you hear in the field and the closer that you will get to the sale.
Great question. Keep them coming…..