At last months seminar in we briefly discussed handling objections….or why people don’t buy or can’t make a decision.
So just in case you missed it, I’ll do a quick review here.
Every good business owner knows the key to success is his or her ability to handle objections.
And by objections, I mean those reasons people don’t or can’t make a decision.
You know the ones…
- I have to think about it…
- I’m waiting on other quotes and I’ll get back to you…
- That’s higher than I expected…
- I need to talk to my partner/wife/husband…
- Send me some more information about you / other jobs / colours
The problem is if you don’t address these objections whilst you are with the prospect or client or at least handle these through your website, quote, brouchers etc….
The decision will more than likely come done to price….
Or luck 
However, what you can do is…
PREDICT YOUR PROSPECTS MAIN OBJECTIONS
For example, somebody looking for a painter might want to know:
– How much experience you have?
– What results you have achieved for people in the past?
– How long it will take?
– Do I have to be home….should I trust you?
– Will this increase the value of my home?
– What happens if I’m not happy?
By answering these questions while doing your quote you’ll then be able to move the sale/job and decision forward.
Understand you may also have to deal with the scepticism from your prospects if you’re making strong claims.
For example:
Right now, you’re probably thinking, “I’ve heard all this hype before, and heard of terrible experiences dealing with tradies.”
That’s what many of my customers said to me before they got started. Do you know what they are telling me now?
They are telling me that…
(Insert your testimonials or client reference here)
Remember handling Objections or concerns before they bring them up or even better while your doing your quote onsite will save you time and money in the long run….
And may even increase your chances of winning more of the work that you want.
