Hi ,
I ran across the longest and best list of objections the other day in Sam Page's newsletter! What's an objection? An objection is a reason that a potential customer uses to say "no" to you. And it's your job in making offers to overcome each and every objection so that your offers sell.
If you are writing a long copy sales page you'll want to overcome all these objections on your page. If you are talking face to face then you'll want to learn how to overcome most of these objections.
So here's Sam's list. It's a good one!
Before Presentation of Product/Service
• I don’t have time to read this/listen to this message.
• I’ve heard this before.
Money/Price
• There’s a better price/deal elsewhere.
• I can’t afford it (which really means they don’t believe the value).
• It’s not worth what you’re charging.
Procrastination
• I can wait to decide.
• I need to do more research.
• I have to check with my boss/spouse.
“My Situation”
• My situation isn’t that bad.
• Things will change if I wait.
• What I’m doing now works okay.
• My situation/business is different.
Product/Service Objections
• Too complicated.
• Over my head (comprehension).
• Everyone seems to buy the competitor’s, so maybe I should too.
“You” Objections
• I don’t know you.
• I don’t like you.
• I don’t believe you.
• You’re not what I expected you to sound like, look like, etc.
Risk Objections
• If it doesn’t work, I’m screwed. You’re my last hope.
• I’ll alienate my family/friends/colleagues.
• If it works, I’ll have other problems.
Self-Image/Identity/Confidence
• I’m not the kind of person that does this (outside my comfort zone and identity).
• I don’t have confidence I can make this work (I know the problem is with me, not your product/service).
Let's play a game. Let's pretend someone contacts you, you give them information about your product or service, and they come up with 3 separate objections. Pick 3 from this list, and practice what you would say (or write) to overcome each of them.
Do this a few times, and you'll see your sales increasing! If you want more help go over to my How to Have a Sales Conversation That Works and grab a copy - it will help you hone your sales skills!
To your sweet success,
Sue Painter
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