Let’s talk about making more sales. I’ve had a lot of questions about sales techniques, specifically objection handling. That tends to be where most people lose the sale. You should actually expect the “No” when you ask for the sale the first time. You shouldn’t ask just one time if you get a “No” and then let them out the door. Usually, that’s just an automatic response.
The number one objection that we hear is, “It’s too expensive.” You know what the number one rule of selling is? You have got to agree with the prospect. “Yes, absolutely it’s expensive! So let’s go ahead and get you signed up.” No, I’m serious! That is exactly how you should handle an objection like that. Trust me and try it. I’ve done this for the last few weeks and it has worked brilliantly!
Think about it, how many times have you spent more money than you thought you were going to spend? I think we’ve all gone over budget, that’s just human nature. Usually, when a prospect says, “No, it’s too expensive,” what they’re really saying is, “It’s too expensive for what you are offering.” Either ignore it and say, “Yeah, it is expensive, so let’s go ahead and get it started,” or go back and explain the value of the next higher option. Maybe it’s too expensive for the lower option that you were offering, and you need to actually move them up into a higher price program that you might have, like private training from me instead of small group training.
If the customer tells you it’s too expensive, say, “Okay, then it sounds like you probably need our private training.” When you explain all the benefits and value of the higher option, now it’s within the value realm of what they were thinking.
Remember, when your customer says, “It’s too expensive,” try this objection handling technique. Let me know how it works out for you. Just agree with them. “Yes, absolutely it is expensive, so let’s go ahead and get you signed up for that. I just need you to sign here and here.”
If you’d like more tips on how to increase sales and grow your business, contact me at tom@tomjackobs.com. I’d love to hear from you.
