How I answer some common objections...

8 replies
Hi guys,

Al here, well basically we all encounter some objections when we preset our service or offer to potential costumers right? Well I am no EXPERT in this topic but I want to share some answers for one of the biggest objections I am hearing from my clients and hope to have more inputs from here too.

Let's all share our insights and tips here


Objection: I can't afford your service / offer


Answer 1: I could recognize exactly how you feel, however permit me ask you a
question. Are you stating you just can't rationalise to put in cash in to your
business?

Answer 2: I recognize you could feel that means. If you do not mind me
inquiring, if rate had not been a problem or we can work out a rate that meets
your spending plan, do you feel this is the ideal solution/product/service for
you?

Answer 3: Let's say we slash down the rate, is this something you could
carry out to today?
#answer #common #objections
  • Profile picture of the author imfusa
    Answer 2: I recognize you could feel that means. If you do not mind me
    inquiring, if rate had not been a problem or we can work out a rate that meets
    your spending plan, do you feel this is the ideal solution/product/service for
    you?
    This would be the best answer in my opinion, most professional one.
    The first one is a bit too bold
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  • Profile picture of the author Chri5123
    Originally Posted by CreativeDesignWorks View Post

    Hi guys,

    Al here, well basically we all encounter some objections when we preset our service or offer to potential costumers right? Well I am no EXPERT in this topic but I want to share some answers for one of the biggest objections I am hearing from my clients and hope to have more inputs from here too.

    Let's all share our insights and tips here


    Objection: I can't afford your service / offer


    Answer 1: I could recognize exactly how you feel, however permit me ask you a
    question. Are you stating you just can't rationalise to put in cash in to your
    business?

    Answer 2: I recognize you could feel that means. If you do not mind me
    inquiring, if rate had not been a problem or we can work out a rate that meets
    your spending plan, do you feel this is the ideal solution/product/service for
    you?

    Answer 3: Let's say we slash down the rate, is this something you could
    carry out to today?
    If we were having a conversation and you answered:

    "Answer 2: I recognize you could feel that means. If you do not mind me
    inquiring, if rate had not been a problem or we can work out a rate that meets
    your spending plan, do you feel this is the ideal solution/product/service for
    you?"

    It would certainly have me scratching head.

    Bad English aside I think I know where you are coming from.

    However, I used to work quite a bit on the phone before I started IM.

    Cold calling, face to face meetings etc...

    The number of people that told me they were fed up with these "programmed responses".

    It works, yes otherwise they wouldn't hand every person in a call center a script. However you know what works better:

    TALKING TO PEOPLE...

    Normally.

    So for instance:

    Client: It is too expensive.

    Response: Yes, it is not cheap! Is it just the price bothering you?

    I think when you look at what you are getting:

    (a, b, c with examples, and then proof of results)

    it is more of an investment than a cost.

    However I will work with you - what is your budget or how much do you think the service is worth?

    If they answer $1 tell them that you have done your job wrong!

    If they answer $100-$200 under the quoted price - negotiate with them - always sell the benefits NOT the features.

    All this stuff wraps into IM anyway.

    Hope that made sense?

    Chris
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  • Profile picture of the author Michael Oksa
    When possible, kill the objections before they even happen. Include common objections in your copy (but don't mention them in a way that makes the prospect object).

    All the best,
    Michael
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    "Ich bin en fuego!"
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Michael Oksa View Post

      When possible, kill the objections before they even happen. Include common objections in your copy (but don't mention them in a way that makes the prospect object).

      All the best,
      Michael
      Darn! You said it before I did.

      You should never get "I can't afford it" at the end of a presentation. If you do, it means that you haven't conditioned them to expect to pay more than your price. In rare cases, it means they really have no money. But you can find that out before you explain what your offer is.

      I occasionally get that objection at the very beginning of my presentation.
      I say (with a perfectly straight face) "Nearly every happy client I have said exactly the same thing when they first met me. May I show you what changed their minds?" I lean forward a little and lower my voice (almost to a whisper) when I say "May I show you what changed their minds?"

      About 50% of the time, they say "Sure".
      About 50% of the time they really aren't interested in hearing more.

      But I almost never get the "I can't afford it" objection, because getting them to tell me a price range, is very early in the presentation. Most people know the prices before I even meet them.

      Jason Kanigan has a great script for getting them to commit to money, before you ever present to them. I do too, but his is better on the phone.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
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  • Profile picture of the author contentwriting360
    Banned
    I agree with Michael's answer. Pre-empt common questions by answering them right before the question is asked. Be proactive in doing that. That will create an impression that you are a master of what you're talking about.
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  • hey Guys, sorry for the bad english, not a native.. I'm striving to improve it, but you guys really shared some great tips and tricks here. Michael and Chris hit it! Thanks for your inputs.

    ~Al
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    • Profile picture of the author Michael Oksa
      Originally Posted by CreativeDesignWorks View Post

      hey Guys, sorry for the bad english, not a native.. I'm striving to improve it, but you guys really shared some great tips and tricks here. Michael and Chris hit it! Thanks for your inputs.

      ~Al
      No need to apologize, we all understood what you wre saying.

      I would like to add that you should have responses to objections planned ahead of time. You will be more confident in your answer, and that will give your prospect more confidence in your offer.

      All the best,
      Michael
      Signature

      "Ich bin en fuego!"
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  • yeah, it needs to be killed beforehand and don't ever give it a chance to peek, I agree with what Mike and Claude said that when you really presented the value of your offer and let people understand what they will get, they will be so much willing to pay you even more than what you are expecting.

    I occasionally get that objection at the very beginning of my presentation.
    I say (with a perfectly straight face) "Nearly every happy client I have said exactly the same thing when they first met me. May I show you what changed their minds?" I lean forward a little and lower my voice (almost to a whisper) when I say "May I show you what changed their minds?"
    great tip here! Thanks

    ~Al
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