Used to determine if a prospect is or is
not convinced the price is too high.
o Price/value = cost
o
The
Price / Value
Formula.
Cost
Value
o
No
Authority
Usually a stall
o Screen for decision
making authority
early
o
o
comparison of what is
received to money paid.
what the prospect sees the
product doing for them.
You must determine if the
statement is truth or it is a
smoke screen designed to get
rid of you.
One of the toughest stalls to
overcome arises when selling a
new consumer product.
Searcher Objection - A Valid Request for Information
o
o
o
o
"I am not interested"
"I don't have any money for this"
"We are satisfied with what we have now"
"I really like the competitor's product"
Searcher Objection - A Valid Condition of Sale
o
o
o
Sometimes prospects may raise an objection that turns into a condition
of the sale.
"I don't like the color, size, etc"
"I need it by a next week"
Invalid Objections
o
Hidden
objection
Stall
"Put Off"
o
o
o
o
Prospect who asks trivial, unimportant questions
Prospect conceals feelings beneath a veil of silence.
The salesperson must ask questions and carefully
listen in order to smoke out the prospect's real
objection.
"I'll think it over..."`
"I'll be ready to buy on your next visit"