“It’s too expensive!”
“That’s not what we’re looking for.”
“I don’t think you're right about that.”
While the most common objection you’re likely to hear during a presentation will be about cost, there could be many others that a prospect may come up with. The critical thing to remember in any situation like this is – when a prospective client voices and objection, you have not answered all of their questions.Sure, some prospective clients are simply difficult; they may be holding unrealistic expectations or they enjoy being contentious. Such cases however are rare. Basically, when you receive objections to your design proposal, there are either questions you haven’t answered or asked properly to elicit the emotions that allow your client to commit to buying with a sense of comfort.
Client objections indicate that they have doubts
The key to overcoming an objection is to understand that their objection is merely an indication that you haven’t solved their problem for them. Something is lacking in your presentation; either in your preparation, the way you’ve qualified them, or in the solutions you’ve offered. Somehow, despite your best efforts, you’ve created doubt in your client’s mind that you have what it takes to address their needs and wants.There is only one way to resolve this, you must begin again and take a new tack.This is standard procedure in sales training; to be relentless in your pursuit of the sale and to restart your presentation when the client voices and objection. Of course, you must first address – directly – the concern they’ve voiced, even if you don’t believe that is the real reason for their hesitancy to commit (and often, it will not be). Once that particular concern has been talked out and resolved, you can attack your presentation once more: requalify the client, offer your solutions, and…Ask for the sale again!That’s right, you have to close… close… close the sale.Persistence, simply refusing to give up, is often the key to overcoming objections and successfully closing the sale. It may not be a great deal of fun for you, or the most rewarding aspect of the process but, ultimately, it’s your responsibility to discover the client’s needs, present the best solution, and convince them of the benefits of hiring you to be their designer.The reward will come eventually, when the check clears!