"We can get your service for less money..."
"We tried a service like yours and it didn't work..."
"We need to think it over..."
"Business is slow right now..."
"I need to share this with my boss or partner..."
Never give potential purchasers the impression you find their doubts or concerns silly. Instead, let them feel you’re working with them to discover the solution that’s best for them. Your job is clear: stay focused and to help them to refocus on your service.
"We can get your service for less money..."
- Price and Value: Mr/Mrs merchant is price your most important consideration? Or is value for your money more important? Let me share with you why our check collection program offers the best value for your money.
- Price and Value: Can you provide your service/product for less and keep the same quality of product/service. If our competitors charge less, what does that tell you about the real worth of their service? Some how they cut corners and quality to provide their service for less.
- Price and Value: When you have a need for an attorney or physician, do you base your decision regarding your choice solely on how much they charge? Or are you concerned about their reputation, level of expertise and service? When you need surgery for heart problems to you seek a general surgeon or a specialist? We are the specialists in check collection.
- Price and Value: I’m not crazy, but if I could give you same service for less would you buy today? (If they say yes then you know the “real” objection, if they say no then “price” is not the real objection) I know I am not crazy and I would like your business but I cannot provide the same service at a lesser price. To provide our service at a lesser price I would have to omit something. What would you like me to omit? Your bank fees we collect for you? The full 100% replacement of your returned check?
- Price and Value: Often competitors claim to have a lesser price for the same service. They claim a similar service to ours, but lets compare their service to our service. I am sure you have heard of the term “apples to apples” not “apples to oranges.”
"We tried a service like yours and it didn't work..."
- Why should anyone purchase your product/service? Do you have an exclusive on your product/service? People buy from you for various reasons, one of them may be they tried a competitor’s product/service and found it did not work as expected. Therefore, instead of just quitting and not trying another product/service they tried your product and were satisfied. Now you have a happy repeat customer.
- Did you have a bad experience with a competitor? Would you share with me what that was?
- Allot of progress has been made since you used another service for you check collection needs. Our company is one of the leaders in the check collection business and on the cutting edge of the industry.
- I’m sorry you had a disappointing experience with a competitor. I know how disappointing it is to buy something and to be sorry you did. But we can’t give up buying because we had a bad experience. That’s like giving up eating in all restaurants because the food in one was disappointing. Let me share with you how the experience you’ll have working with us will be different.
- I understand your disappointment with a competitor’s service. We’ve all experienced disappointment, haven’t we? I hope that one bad experience hasn’t turned you off so badly that you’re hesitant to make the most of a promising opportunity to save you time and money.
"We need to think it over..." (Stalling)
- Great! Just what do we need to think over?
- Fine lets think it over. I’ll just take a little walk around while you and your partner think it over, when I return you have all of your questions ready for me.
- I know you must have a reason for saying that, would you mind sharing with me what that reason is?
- I am sure this is a relatively small decision for you, isn’t it? Wait for ans. Why not just make your decision now and get on to other thing. I will take care of the paperwork for you. Who should I see about picking up the returned checks?
- Let’s go ahead and get this started. Is it really worth me taking up any more of your valuable time? All I need you to do is put your name here (signature.)
- Lets think this through together. What exactly are you concerned about? Me? My company? My service?
- Thinking about it is good. Think about ways to improve productivity and profits and makes sense. Every time a returned check hits your desk you lose money. Every time someone in your office has to attempt to collect that check, you lose money. Every day that goes by without collection you lose profit. Let’s talk about how we can help your profit line.
- I hear you; you want to think it over. You’re telling me that I haven’t clearly communicated the advantages you’ll gain from using our check collection service. If I had been successful and communicated clearly, you wouldn't be hesitating about making a good decision. What do I need to clarify our service?
- I missed out on a good deal on a car last week. I wanted to think about it, when I decided to buy the sale was over. I would have to pay more for the same car. We have been in business for many years and aren’t going out of business, but you are losing money with the current way you collect on your checks.
- Just think how much easier it would be if you were currently using our check collection service? One less worry or hassle.
- Get the prospect involved: tell me about the best decision you ever made to use a product/service offered you. How did you do it? How did you make up your mind to buy? (After the prospect replies, you say:) Well, I believe you made a wise decision then, and I also believe you’ll make an even wiser decision now.
"Business is slow right now..."
- What are you thinking regarding when you will be ready to make a decision to buy?
- What are the critical factors you consider when you are ready to make that decision to buy?
- What needs to happen for you to be able to justify a buying decision now?
- I understand and I appreciate your honesty. What makes you say that? Let’s discuss how we can help you.
"I need to share this with my boss or partner..."
(Important note: this objection should never occur, if you set up the sales presentation properly. One of the first things you ask your prospect. Is your partner here? If you like what I am about to tell you about our service, do you need to have it approved by another individual?)
- Great! Why don’t you just introduce him/her to me, and let me do the work? That’s what I get paid to do.
- Are you sure you really want to bother your boss/partner with such a small decision? Shouldn’t we just get things started?
- What do you need to talk to your boss/partner about?
- That’s a great idea! When can we talk to (name)? Is he/she available right now?
Who else is part of the decision-making process? Are there always involved in your purchasing process? If answer is “yes” then, set up appointment when they will be available and return. If the answer is “no”
