Objection Responses Part II
Objection Responses Part II
There are only two things you will want to hear when you give a presentation. "Yes, I'll buy" or an objection. An objection is a reason your prospect is not buying your service. The Sales Professional welcomes objections, as it allows him/her more time to convince the prospect of the value of the service The following are recommended responses to deal with three more of the most troublesome questions.
Don't need it.
1. Did you realize that 50% of the Buying Public cannot qualify for a credit card? If you do not accept personal or business checks for your goods or services you can be losing 50% of your potential sales. With the rapidly increasing epidemic of consumer check fraud, taking these checks can be costly and pursuing collections on returned items yourself will further reduce your profitability.
2. Then you must be turning away a lot of good ones. Let's look at your check acceptance policy.
3. Since you are not taking checks, you are not getting all of the business that you should be getting.
4. You are very lucky. However, I can show you how to increase your business and be comfortable when taking checks you may not currently take.
5. Do you accept checks from everyone?
Don't have time to meet.
1. I understand that as a businessperson your time is valuable. If you don't have time now, when would be a convenient time to meet?
2. Well, I'm afraid that if you don't sign up, you will be doing more than wasting time, you will be losing business.
3. I will only need three minutes of your time and mine, to show you it's worth your while.
4. If I were to pay you $1,000 would that be wasting your time?
5. Do you have or have you had any bad checks?
6. The only waste is about 50% of your buying public.
Not in the budget.
1. Our program will increase your profitability, hence will not affect your budget adversely.
2. Isn't it worth investing $35 to make an extra $500 profit per month?
3. Mr. Prospect, you agreed it would increase the volume of your business. Can you afford not to have this plan?
4. You cannot afford to be without it. Let me tell you why...
5. Can you afford a $500 check that bounces?
What is it you cannot afford? The $100 set up fee, or the 1.5% charge for approving your checks? You cannot afford to keep losing profits you could have made by being able to take those checks from the 50% of the people with checking accounts that do not have credit cards?
For more information on these or other such questions we refer you to CrossCheck Sales Support at 1-800-654-2365.
Good Selling!
SM
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