Objection Word Tracks 3 Flashcards
I’m too busy - 2
I get that, I have a lot on my plate too.
It only takes about half an hour to get your trade inspected, or you could drop it off while you run those errands you need to take care of (insert other situational needs.)
(Transition to a pointed question to get them talking.)
Move quickly through your response with a smile on your face and illustrate that we can make any timing situation work.
[You can even mention that if you’re wasting the customer’s time, you’ll hang up on yourself.]
We are going to wait until… - 2
For sure, I get that you want to wait.
If this product was free, would you consider moving forward with it now?
‘Yes.’
Perfect, why is that?
Continue asking until your buyer comes to their own conclusion that waiting isn’t a logical decision.
[This word track allows your buyer to close themselves on the value that their experience and machine provides, and softly insists that they do business now.]
We are going to wait until… - 3
I understand completely.
You did agree that you would be able to spend more time with your kids and grandkids with your new machine. (Insert personalized benefit.)
If you can’t do this for yourself right now, can you do it for me to make sure I can sleep at night knowing you’re getting out with the grandkids on those weekend rides? (Or other personalized benefit.)
This is an informal approach to reiterating the benefits that you have discussed and asks the client to close the deal for you
[Most customers are good people who want to help others. Use this word track to truly see how close they are to closing the deal.]
This is out of our budget.
Sure, I get that.
I always try my best to stick to my budget, too.
But, when I find something I really like, that solves a problem, or makes my life easier - I buy it.
After all, we work too hard to not buy the things we deserve.
And you deserve it! Let’s do this.
[This word track works great to help your customer conclude that we all go over budget for the things we really want.]
This is out of our budget. - 2
I hear you.
Tell me, when was the last time you went ‘over budget’ for something you really wanted?
‘When I bought my Ninja 650 three years ago.’
Nice! And have you ever regretted buying that Ninja that you love so much?
‘No.’
I didn’t think so! Let’s get this done so you can enjoy this bike too!
Be relatable. We all spend too much on the things we really want.
[This word track is designed to help your buyer realize they go ‘over budget’ all the time and don’t regret it.]
I need to talk to my spouse. - 2
I totally understand.
I talk to my S/O about everything too.
Based on everything we’ve discussed so far on your new Limited, do you feel confident that you’ll be able to show them the same value that you see?
‘Yes.’
Great - what do you think is going to be their favorite thing?
‘The HVAC cab, for sure.’
I agree! Although we can’t all be heroes every day, let’s get this done so you can go home as a hero today with a machine that they will love.
[This word track allows your buyer to tell you why their spouse wouldn’t mind if they decided to buy.]
I need to think about it. - 2
I understand, and honestly I think about all my decisions too.
Usually when I’m thinking about a purchase I end up considering the product, service, price, and financing.
Which one of these things is your biggest consideration?
Be prepared to handle additional objections for pricing, payments, etc.
[‘Thinking about it’ is never the real reason someone isn’t moving forward. Use this word track to allow your customer to point you in the right direction.]
