Check
Back with Me Later
How many times
have you heard this objection? "Not now, check back with me in a few
months." What is the prospect really saying? Well, they could be
saying, "We have some restructuring happening and it would be better
if you came back in a few months." Or, they could be saying, "I
really don't want to talk to you and I am trying to be nice about
it."
Whatever the
real reason for the objection, you need to overcome it and move on to
your presentation. But, you do need to discover the underlying
reasons the prospect is objecting. Try asking some questions of
yourself and the prospect to isolate the objection:
- Is there
any history between your prospect's company and your company? Is
there anything in the past that is preventing him from giving you
a chance now? For example, has the company used your
products/services before and was not satisfied?
- Conversely,
is there anything in the past that can be used to open a door for
your product now? Has the prospect used a similar product in the
past? Can you use this experience to position your product
now?
- Is this
person the real decision-maker?
- Is the
prospect really objecting to price? How are the company's
finances, do they have the funds to purchase your
product?
- Is the
prospect meeting with your competitors?
Most of the
time, the stall is a ruse for a more substantial objection, which the
prospect does not voice because he is either trying to be polite or
trying to avoid confrontation. Whatever the reason, it is your job to
find the objection and overcome it.
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