Business

7 Ways To Flip, And Close A Sales Objection

7-Ways-To-Flip,-And-Close-A-Sales-Objection

Last week I was having a conversion with a friend on how she could close more sales. On that day she was having an extremely large amount of her leads buck at her price point. Now I’ve talked about different tactics you can implement to close sales with out decreasing your prices here and I’ve also covered the 3 main reasons why people don’t buy from you here.
In spite of all of that, I gave her  7 sales objection offers  to use on her next prospect, which went something like this.

1) Main Price
The first point of action is to announce the price. If you’ve done the ground work, marketing and framed the sale correctly then most of your leads should be closed instantly at this step. If that’s not then the case and the prospect bucks at the price then move onto the next stage.

2) Payment Plan 1
If you feel you have done your groundwork then offering a payment plan could be that final push over the edge. Even if you haven’t done your groundwork the prospect may place a heavy amount of their decision on the payment. You can offer anything from a 10% deposit right up to 50% upfront and even offer them a bonus 10% discount for the full upfront payment right after just announcing the price.

3) Added Bonus 1
If they don’t buy  after the payment plan then they may feel that the value of your product / service isn’t there. You need to stack the value in their favour with extras. Ideally this would be in the form of anything that has a low costs  a minimal to produce but increases the experience of your main product / service for your customer. For example, somebody joining a Gym  an extra would be a gym bag. Cheap to produce but provides a lot of value to a brand new member.

4) Added Bonus 2
If the first benefit doesn’t convert then you move onto something with a bit more “weight”. Again ideally with a a low cost to you as the business owner but with massive perceived value to the client. By this time they have heard your first price, a payment plan and an extra benefit PLUS this new additional extra. In the mind of any customer for any sale this is a pretty sweet deal. Going back to the Gym example the second added bonus could be three personal trainer sessions which would advance their outcome.

 

5) 2 for 1
If you still find that after all those closing tactic jabs the customer is still standing then you can take a cheap shot and offer them a “deal”. If your profit margin allows it then offer the prospect all the above extras with a payment plan for half the price if they buy 2 / buy with a friend. The benefit of this is that you now acquire a whole new customer into your sales database. And if you have your up selling cycle set up correctly then a lot of the profit lost on this deal can be recovered through both of the customers life time spending through your business.

6) Price Drop
Finally, after the main price, a payment plan, 2x extras and a 2 for 1 deal, try dropping your price. If they are really strapped for cash then this may be the final push that gets them to hand you their money.

7) Payment Plan 2
If by some chance they don’t convert on the price drop then you can begin to offer a payment plan on the new cheaper price while incorporating all of the above components
Summary

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The world of sales can be extremely fast paced and the above process can usually unfold within 90 seconds of the close which results in a high amount of control and forward thinking on your end. Begin planning out your sales objection offers so that next time somebody says “no” to your pitch, you have 6 other back up plans to lead them into saying “YES”. The likely hood of you having to reach the second payment plan on the cheaper price is extremely rare. If this happens, you may need to look at your marketing again and ensure that you’re attracting the right prospect at the right time through the right medium.

 

Jamie Stenhouse
Jamie Stenhouse is an Entrepreneur and Marketer who specializes in assisting business owners and clients to generate customers online – in any industry. With a sharp mind and high value on creating profitable results in the online marketing arena
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