Chapter 8. Addressing Concerns and Earning Commitment. Objections defined!. Reasons as to why a prospect will not buy or make a commitment to your product, service or organization. Reasons Why Prospects Raise Objections. The prospect wants to avoid the sales interview.
Addressing Concerns and Earning Commitment
I need time to think it over.
Ask me again next month when you stop by.
I’m not ready to buy yet.
I haven’t made up my mind.
I don’t want to commit myself until I’ve had a chance to talk to engineering.
Your company is too small to meet my needs.
I’ve never heard of your company.
Your company is too big; I’ll get lost in the shuffle.
How do I know you’ll be around to take care of me in the future?
Your company was recently in the newspaper. Are you having problems?
We can’t afford it.
I can’t afford to spend that much right now.
That’s 30% higher than your competitor’s comparable model.
We have a better offer from your competitor.
I need something a lot cheaper.
Your price is not different enough to change suppliers.
I have all I can use.
I don’t need any.
The equipment I have is still good.
I’m satisfied with the company we use now.
We have no room for your line.
I don’t like the design, color, or style.
Maintenance agreement should be included.
Performance of product is unsatisfactory.
Packaging is too bulky.
Specifications don’t match what we have now.
The product is poor quality.
*relates to the URT