(Page 81-82) Overcome Objection -I Need to Think About It Flashcards
Overcome Objection -I Need to Think About It
- Acknowledge and Show Understanding
- Ask Probing Questions
- Introduce a Comparative Question
- Address Each Concern Individually
- Create Urgency Without Pressure
- Provide Reassurance and a Clear Path Forward
- Acknowledge and Show Understanding
- Acknowledge Their Need for Time: Show empathy and respect their need to think it over.
Script: I completely understand wanting to take some time to think
about such an important decision.
- Ask Probing Questions
- Uncover Specific Concerns: Gently ask questions to uncover what they
specifically need to think about.
Script: To make sure I provide you with all the information you need,
canI ask what specific aspects you’re considering?
Is it the price, the company, or something else?
- Introduce a Comparative Question
- Introduce a Comparative Question
- Help Them Compare: Guide them to consider the advantages of choosing your established company over less reliable options.
Script: Is it safe to say that you feel more comfortable doing business with Swifthand Painting, with our decades of experience and strong reputation, versus the XYZ contractor working off his truck?
(wait)
Is it me? Did I do something wrong?
- Address Each Concern Individually
- Identify and Address Concerns: Listen carefully and address each concern they mention.
If it’s the price: I understand that price is a significant factor.
Can we review the value and benefits of the service once more before I
leave?
If it’s the company: Are there specific concerns about our company
that I can address for you? We pride ourselves on our reputation and
customer satisfaction.
If it’s the salesperson: Is there anything about our interaction today
that you’re uncertain about? I want to make sure all your questions are answered and that you feel comfortable with me and our process.
- Create Urgency Without Pressure
- Create Urgency Without Pressure
- Remind them of the Time-Sensitive Offer:
If applicable, remind them of any
promotions or limited-time offers.
Script: I want to remind you that this 10% promotion, saving you seven
hundred dollars only available for a [short period | unless date].
- You don’t want to miss out on this opportunity to save while the price is
at its lowest.
Shall we go ahead and secure this savings for you?.
- Offer a One-Time Value: Offer something of real value that will not be available tomorrow
Script: Let me see if I can make this any easier for you, and save us
both some time and money. My representative over at Sherwin Williams promised to give me 5-gallons of paint since they messed up an order last week. ?
If you could make a decision today, I’ll give you that 5 gallons absolutely free, but I would have to know today as this will be gone by tomorrow.
- Provide Reassurance and a Clear Path Forward
- Suggest a Next Step:
Offer a specific follow-up action that keeps the conversation moving forward.
Script: How about I give you a call in a few days to see if there are any additional questions or if you need more information? This way, you can take your time to think it over and we can address any concerns together.
Additional Techniques Build Trust and Value
Leverage Customer Testimonials and Case Studies
- Use Social Proof: Share success stories from other customers to build trust and highlight the positive outcomes of your service
Script: Many of our clients were initially hesitant but found great
value in our service. For example, one of our recent clients mentioned
how smooth and professional the entire process was and how much they appreciated our follow-up.
Offer a Guarantee
* Provide Additional Assurance: Offer a satisfaction guarantee or a trial
period to ease their decision-making process.
Script: We’re so confident in our service that we offer a satisfaction
guarantee. If you’re not completely satisfied with the results, we’ll
make it right at no additional cost.
