Every salesperson has been there; you get to the end of your sales pitch, confident that you’re about to land the deal, and the client says “I need some time to think about it.” You’re left feeling deflated, discouraged and defeated, and the likelihood of you making this sale diminishes greatly. The best way to handle this scenario is to take steps to ensure that the client doesn’t object to your sales pitch.
One of the main reasons for an “I need some time to think about it” objection is that the client just doesn’t see his company’s need for the product or service you’re selling. During your sales pitch, help the client recognize the problem that exists for his organization, and convince him that your company can provide the solution. For instance, point out the sharp decline in his company’s profitability over the past quarter, and demonstrate how a relationship with your advertising firm can boost sales in the year to come.
Another common reason for an objection from a client is a lack of trust, either in you or your company. Be genuine in your approach; picture yourself in the client’s position to gain a better understanding, and express empathy in your sales pitch and interactions with him. Take the time to anticipate the client’s individual needs and unique concerns before making your sales pitch.
A reluctant client may also object to your sales pitch because he’s entertaining offers from other firms. If this is the case, illustrate for the client why your firm is superior to the competition, but be sure to keep your integrity intact. Don’t badmouth the competition or trash talk its product. This professional display demonstrates a great deal about your character and the credibility of your company.
When your client’s objection is related to price, don’t argue with him or attempt to bargain. Simply say “OK,” and ask him what additional concerns and reservations he has that are causing him to resist making a deal. Work through the customer’s remaining issues one-by-one, and alleviate his worries. Once all objections have been exhausted, return to the client’s objection about price, and ask him why he feels this way. With all of the other objections out of the way, you’re much closer to making the deal, and negotiating a price is the only factor that stands in your way.
If your presentation is strong from the get-go, you’re able to convince the client that he needs your product or service, and there is no room for uncertainty on his part or a rebuttal from you. Take the time to create a foolproof sales pitch so you’re not left trying to deal with an objection from your client.
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