1) They don’t need your product. In other words, they’re not the right prospect. You don’t have the solution to their problem.
This is an easy fix, it’s a marketing issue not a sales issue. Just get the right prospects who’ve got the problem that your product or service solves and you’re in business!
And then there’s the other reason why they don’t buy from you…
2) They don’t see the value in your product or service when compared to the price you’re charging.
But don’t for a minute think that you’re charging too much. In fact, it has nothing to do with cost and everything to do about value.
Contrary to what you think, people don’t really need to go home to talk with their spouse, or to think about it or to look at their finances.
Those objections are just diversions to let you down easily and to not hurt your feelings.
The truth is this…they simply don’t want to tell you that they do not see the value in your product as compared to the cost, so they give you an objection and bounce.
Look, here’s the thing about selling. It’s actually really easy and doesn’t take a lot of effort if you take time to build the value of your product or service up.
REMEMBER THIS…
When cost is higher than value they will NOT buy.
When value is higher than cost they WILL buy.
Here are some ways to build higher value in your product or service:
Use social proof or before and after pictures to demonstrate that your product is worth it.
Get an overwhelming amount of reviews.
Get industry experts to talk about your product or services.
Get influencers and celebrities to use your product or service.
Offer a money back guarantee.
Spend more of your time listening to what your prospect wants and less time talking at them about your product.
That’s the thing about selling… It’s more about asking the right questions and then listening rather than just talking at your prospects and trying to desperately sell your product or service.
When value exceeds price they will always buy.
Talk soon,
Bedros Keuilian