Sales Tips Part 3

Until you learn how to handle objections, you're not going to approach your true potential in sales. Extraordinary sales professionals understand that when they get an objection from a customer he/she is usually saying, "I am interested in buying, but I need more information to convince me." Here are 5 responses to help you open the doors for providing them with more information.

1. "Compared to what?"

This statement puts the ball back in their lap and gets them to clarify what they mean by "The price is too high". It will probably reveal your competitors. Once you know who they are, you can determine how you want deal with the price issue by lowering your price or selling the distinct value of your product.

2. "Don't be deceived by the price."

Then add, "You actually pay less because we give you more - more service, quality, expertise and security. Isn't that what you are really interested in?"

3. "I am glad you mentioned price."

Then continue with, "That's really the best part about buying from us. We'll translate the purchase price into small installments, so your actual cost per month will be lower with us than almost any other company. Does that interest you?"

4. "Are you interested in getting the best value for your dollars invested?"

Then talk about the advantages of owning your product.

5. "How much too high is it?"

Then add, "If you keep and use our product for 2 years, and most of our clients do, the price difference is only $0.10 a day? Isn't it worth $0.10 a day to have the very best?"

Genworth Financial Mortgage Insurance Company Canada STE-110