There are just two answers to any proposal: It’s either a “Yes!” or a “No”.
It’s overwhelming to get a lot of Yeses, but whether we like it or not, the road can be bumpy by getting “Nos” along the road. But after the whole ride, the end goal we’ve been trying to achieve is, of course, a resounding “Yes.” Hence, don’t let a “Maybe” turn into a “No”. If you have to deal with objections, doubts and arguments, don’t get discouraged and fight til you get that sweet “Yes! Let’s do it!”.
Here are common reactions to a proposal and how to deal with it:
“I’m busy, call again next time.”
When setting up an appointment, this must be one of the hardest replies you can ever receive. If they’re asking for a next time, be persistent. Call again and ask that one hour to present the opportunity. If you give up early in the race, it’s impossible to get past the finish line. Once you have an appointment, make sure that you do your homework. Know your prospect very well or get him to talk at the first few minutes of your meeting.
“I don’t need it.”
Some clients dismiss you even before hearing what you have because they think they’re already happy with their current setup. Because of that, you need to get him to talk to learn more about how you can pitch the opportunity. What does he need? What are his strengths and weaknesses? What are his current goals in life? How can the opportunity be aligned with his ambitions?
“I don’t have the budget.”
In this country, you can’t blame people who have been a miser on their hard-earned money – give it to them. Most of you will think of giving them a discount right away which is okay, but a better alternative is to give them real and honest explanation that you’re worth it, or sulit in Filipino. Justify the investment by breaking down the returns they can get and by making them understand the real value of your products and services.
“I need to consult it with my boss/parents/wife/children.”
This could be a form of objection but you can look at it as an opportunity to get the real decision-maker. Look at it as a positive response because instead of saying ‘No’ right away, they’d ask for their mentor’s opinion with your deal. Ask your client to bring with them whoever they look up to on these assessments and convince both of them with your proposal together.
“I need to think about it.”
This reply is a combination of those listed above – they don’t see your value yet. If they really don’t, it means that they lack trust in you and in what your offering or they did not fully understand the opportunity. With that, you need to build your credibility and empathy with your prospect. It is something you have to work on but you have to understand that it takes time. Make sure that you are aware of what they need and where they stand so you can present the opportunity showing how he/she can personally benefit from your product or service.
After all these replies, it all boils down to putting yourself in the customer’s shoes, “if I were this customer, what would most likely be holding me back?” You have to remember that your end-goal is to convince your client that they can’t, or shouldn’t, make this opportunity pass.
What did you do when you encountered your first objections? Share it with us on the comment box!