We don't make same day decisions 😳
Seasoned closers most likely have several tactics they could use here but for the sake of simplicity, let’s keep it easy. The first question that should come to your mind is did you do a masterful presentation? Did you cover everything? Did you ask the right questions and get the right answers? If you did, then it will be easy to overcome this objection.
I want you to think of a cardboard box with 4 flaps and on those flaps are the words:
Product | Company | Me | Money
What you need to do here is nod your head in agreement, you've acknowledging what they've said. You need to say something like "John and Mary, I do hear that from time to time and when some of my other customers said the same thing, I found out that I didn't answer all their questions. So, let me ask you this real quick." What you do at this point is close the flaps on that box. Start with the product, "John and Mary is there something about (insert your product) that you didn't like? Does it not have the features you wanted? Was there something you didn't understand about it?" They should answer NO here, they love everything about your product.
Next is company, "John and Mary was there something about our company that you don't understand or something that made you feel uneasy? Was there something that I said that concerned you? Are you confident that we're going to give you great service?" Again, they should feel comfortable with your company if you've done your job right.
Next is Me (you), "John and Mary is there something about me that you're not happy with? Did I say something to offend you or not answer all your questions?" Of course they like you, if they don't then you need to go look in the mirror and evaluate yourself. If people don't like you, you won't sell anything.
That leaves money, "John and Mary please just level with me, is it the money? It's a little more than you anticipated isn't it?" When you say this, make sure you're not holding your pen, just sort of sit back, relax and be on their side. 99% of the time they will say "yes, it's the money". At this point you still have some work to do, you've got them to confess that it's too much money but now you need a commitment. First, you need to find out if they are paying cash or financing and a great way to do that is to ask this question: "John and Mary, let me ask you a quick question, with a product or service like this, is this something that you would normally stroke a check for or make small monthly investments on?" Let them answer. Most people in this country are finance buyers so if they say they would make payments then ask them bluntly how much would feel comfortable to them. When they give you a number, get a commitment regardless of if you can get to their number. It reinforces them buying today without any pressure. So, if I can get your investments (payments) around xxx dollars, then I could earn your business? You should hear YES, get your boss involved, work to lower the price and the payment and get the paperwork done. Congratulation, you just overcame their objection and got a sale! Nice work!
Let me tell you something, it's ALWAYS about the money but you need to get them to say it. This closing technique works really well and if you'll practice at home and the next time you hear this objection, you'll likely be walking out with a sale.
As always, follow me on Twitter @imikestone and if you have something to say then please send me an email or reply here with a comment, I'd love to hear from you.