Whenever a customer gives you a NO and a reason why they won’t buy from you, that’s an objection.
Here’s how I turn objections.
First of all, I don’t argue with the customer.
I agree with them.
The next thing I do is I acknowledge their objection.
I acknowledge their complaint and I say, “Yep, that’s definitely something that we can work on.”, and I’ll try to answer it.
The last thing I’ll do is close.
So, agree with them, acknowledge them and close them.
If they go, “You know, you’re very expensive compared to the competition.”
I’ll first of all, agree with them and go, “Yep, we are more expensive than the competition.”
I’ll acknowledge them and say, “What isn’t expensive nowadays. Everything costs me more money than I expect.”
Then, I’ll close them, “We can get started today. We just require a signature and a deposit.”
Most objections are just things they want to make sure go on the record as opposed to being actual problems with the product or service.
