You are the first company we've gotten a quote from.
by Doug Armstrong
Comment from Stephen Craine Doug, this is a great question on a sales objection that I'm sure many other people face. First, there is no one answer that will overcome this or any other sales objection. That's because each of the prospects that raise this objection could have a different real objection. When a sales prospect gives you this objection they could mean: They think they should get other quotes because that's what people do when buying. They have some reservations but don't want to tell you directly so they raise a smoke screen objection. Their buying strategy is to look at several options and narrow it down to just one. They're not really sure about what they want and they're learning more from each sales person they see. And there are many many more possible real objections behind the same words. How to overcome the objection The first step in your sales objection handling process should be to discover the real objection. You can see more on discovering the real objection at Overcoming sales objections... This objection will be based around the buyer's strategy for making a decision to buy. The process they will follow to decide which product to buy and who from. Ask them how they are going to make a decision. A common buying strategy is to have 3 alternatives to choose from. If after questioning your buyer you find this is why they are going to get more quotes you can try offering them 2 more alternative packages to choose from. It could be the price It could be that they want to make sure they are getting the best price available. One way to deal with this is to have the prices of your competitors to show your prospects. You may not be the cheapest so make sure you explain why your product is better. The prices have to look genuine, such as real quotes or pricelist. If you can't overcome it You will never overcome all objections. If the prospect insists on seeing two other suppliers there is still some actions you can take. Ask for another meeting Explain that customers often look favourably at the last sales presention they see. Ask if they would do you the courtesy of meeting with you again after seeing the other two suppliers. This gives you another chance to close the sale. Use a good sales objection process Make sure you are using a proven sales objection process that includes discovering the real concerns the prospect has.  Here's the objection process I use with my working sales teams. If sales objections are holding you back this sales and training solution will work for you, as it has already for many others. A no nonsene sales objection course in a workbook, that you can start using today to increase your sales results. Download now and start overcoming more sales objections today for just £14.99  If you want more information before buying click the image above. |
All 4 sales training courses in one complete package and with a special 30% discount on the usual price.
In this sales training course package you get:
Making Sales Appointments by Telephone
Selling Success using a sales process
Overcoming Sales Objections
How to Close a Sale
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Learn how to build your own sales appointment call
Step by step instructions means you can put this training it into action today
Complete exercise program to build your appointment call in your own words
Enjoy making cold calls with confidence and professionalism
Fill your diary with selling opportunities
See the professional sales appointment workbook training course that I use with my sales teams.
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How to overcome sales objections gives you an easy to use 4 step process for handling all sales objections.
You'll learn how to close more sales, and earn more money or grow your business.
Because the techniques are practical, and developed while working with real sales professionals, you can have this sales objection workbook working for you today.
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Create an effective sales pitch for any product or service that you sell.
Follow a step by step guide and you'll have a great sales pitch in your own words.
Close more sales because you know how to use the stages of the sales process.
Make use of all the skills and techniques you currently have.
This is the sales training course that I use with my successfull sales teams.
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See proven sales techniques on how to close sales as a natural part of your sales process.
Close more sales with confidence using closing skills that have been developed by working professionals.
See ideas on how to close for your particular products and customer types.
Plus: Avoid common closing mistakes.
Tag the close on to your sales presentation.
Know when to use one line closes or longer questions.
With this effective course on closing sales you get 40 pages of straight to the point training.
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