Questions That Sell

Use of the Four-Step Process

So many of the objections salespeople hear each day are the same. Customers either want you to lower your prices, increase the quality of your service, or leave them alone altogether because they cannot be bothered to think about your product. Here are examples of the most common scenarios, not so you can recite them word for word the next time a customer objects, but so you can learn the technique and adapt it to your personal style and preference.

Common Objections About Price

Many salespeople avoid questions about budget and price. They fear offending a customer or hearing an answer that they will not like. For example, they fear what will happen if they ask a customer, “What is your budget?” and they get a number ...