Objections

After presenting a quote to a client the other day, I was reminded about objections.  Objections are NOT no's.  They are Yes'es in disguise!  Objections simply ask for more detail.  They mean that the client is hungry and is requesting your hellp to justify the sale.  Whether it's the price, color, functions, delivery or other term, we must realize that these can usually be changed.  The client objects because they want to know more. 
"But that's such an ugly color"  might just mean that red would look better.  "How much?"  might mean that you are pennies off, or maybe they didn't understand all the options.  Maybe they didn't understand all the benifits and need to be reminded of why it costs what it does.
Either way, the objection means that they are interested!  No means no.  "But".... means YES but help me!  Help me justify the price.  Help me justify the delivery date or the color.  Or change these things so I can get to yes! 

By the way, be prepared for the most common objections.  There are usually less than 10 major objections you will face with your products or services.  Actually, it's more like three, but understand the top 10.  Once you understand WHY the price is looks high, you can break it down.  Once they understand why the only color is green, you can sell green all day! Once they understand the lead time is two extra days, because they are adding the client's monogram and going through extra quality inspections, they will appreciate the extra two days.

When I sell computers, my main line is a little high.  It's about $100 higher than a comparible brand from a major manufacturer.  I let them know that the $100 is why they get premium service, free checkups at 12 and 24 months, and free phone support for the life of thier computer.  Many of my clients know they are actually purchasing me!  Many of them would never do business elsewhere!