An Easy Objection
“I’ll think it over and get back to you,” is one of the easiest objections to handle.
Instead of dropping the price or handing them your dismissal slip (business card) try this instead:
“Bob, help me out for a second before you leave … this seems like the perfect vehicle for you guys, what is it you want to think over … is it something I said, is it color, equipment or is it the price?”
If you’ve done a decent job and if you’re on the right vehicle, they’ll pick price. It’s either the real issue or they figure it’s a quick ticket off the lot.
Because 90%+ make payments, it’s easy to rephrase a price objection to budget:
“Bob, it sounds like you’re like me and everyone else, it sounds like you’re on a budget, am I right?” [Yeah, we are!]
Now, just isolate ‘budget’ as the only objection they have, and close again:
“So Bob, if you were OK with the numbers and felt your budget could handle it, is there any other reason we couldn’t send you home in it now?” [No, I guess not.] “Great, let’s wrap this up and get you outta here and on your way to the mountains, can I get you coffee or something cold to drink while we take care of the paperwork?” [Coffee.]
From, “I’ll think it over,” and a lost sale, to a deal – in 100 words or less.
Tip: Learn some new words!