Free Sales Training Artticle Getting Past A Troublesome Objection – “We Need To Shop”

By: Carl Davidson

Many sales people are stumped by a serious objection that come up on many appointments. This is the dreaded, “we need to shop”. Let’s take a look at these and some ways that will help you get the sale despite this obstacle.

There are several approaches that work well with this objection. None of these methods work on everyone, but you have a better chance at a sale if you use them, than if you don’t. To be successful with this, you need to be sure that you believe in your product, your company and yourself and that you really expect to get a sale tonight. Otherwise, it’s just too easy to give up and accept it. If you have done a great demo and created a desire, here are a few methods that will work.

Web Page Solutions

Look on line at your competitors web sites and see if any of them have their prices right on line. There are hundreds of sites on line with prices posted  for every brand. Print those sites and take them with you in a binder. When the couple says they want to shop say, “No problem, I agree you should. May I ask what company you are thinking of shopping with?  As a service, I have done your shopping for you. I have printed the web sites of that company as well as a few others. Let’s look at what they offer”. No you can go through the pages pointing out how your equipment compares and show the prices on line.” Then ask, “Now that you have shopped, I think you’ll agree we have a great product at a great price. I’ll get the paperwork started” and start writing the offer.

Market Research Solutions
Everyone knows good companies do market research. You should research your market  too by getting copies of recent contracts and prices from your competitors in writing. How? Many companies will send you a quote if you just call and ask for one. Many will mail it, many will email it. Some companies make it part of new salesperson training that they get a demo from a few competitors and bring you the contract or price list. Some customers you sell will give you copies of your competitor’s contract. However you do it, keep these with you and use them instead of or in addition to the web pages. Going without knowing your competitors’ current prices and terms is asking to fail.

Shopping Guarantee

Another suggestion is to produce a certificate like a stock certificate that says “Shopping Guarantee” The wording should say that if the customer finds and local factory authorized dealer who sells similar equipment for less, then you will refund the difference. This guarantees the customer the lowest price and should encourage them to buy tonight. I used this for many years and was asked by very few people to match a price. When I did have to meet a price, the cost was far less than what I made from the hundreds of people who closed the sale that we would have lost otherwise.

Why Should They Buy Now?

For any objection-taming technique to work, there should be a reason that encourages the couple to make a decision now. If everything is the same tonight as any other night, it will be tougher to get a sale. In order to get the sales you need, you should have a “first night package” and a reason why you have it.

What’s The Reason?

Have a good reason worked out as to why you can offer special package the first night only. Sure it costs money in time and travel for you to return but not a huge amount.  Explain that if you have to come out again, your company will miss the sale or two you would be making on the night you return. That loss is thousands and is in addition to the salary and fuel it takes to return. Point out that, if you have to return another night,  the couple will lose another few hours of their time just to go over the paperwork. It is best for everyone to go ahead while you are there.

What’s The Package?

You first night package can include items like soap packages, which I highly recommend. When presented properly, soap packages are a very powerful closing tool. Other items might be “a full half ton of salt” , free installation, a whole house leak detector or many other things that add up to make a very attractive package that is only available the first night. You need to have a package documented and well prepared to create a good reason why they should go ahead. Making one up won’t work and no proof or no samples is weak. Be prepared. Practice, drill and rehearse and be excited about the package.

They Are Prepared…Are You?

Many readers will not bother to prepare for objections. We should realize that customers have lots of practice at saying, “No”. The objections just roll off their tongues effortlessly. To compete, you need to be as prepared as your customer.

You will get objections. Invest in your future by investing time and effort in finding and practicing techniques that work for you and get the sale.