How to Handle Sales Objections about Customer’s Ability and Authority to Buy. Part 2

Feb 25, 2019

What should we do if a prospect want to postpone a deal for… let’s say… ages.

Today we’re talking about responses to sales objections about Customer Ability and Authority to buy.

Let’s climb

  • I can’t sell this to my boss
  • My boss isn’t convinced
  • I can’t afford that
  • I’m in a buying group
  • I’m in a buyer’s group
  • We’re going to buy this soon
  • We’ll buy next week

I can’t sell this to my boss

The first group of objections is

  • I can’t sell this to my boss
  • My boss isn’t convinced
  • I can’t afford that

Possible responses are:

1 – OK. What objections are you facing right now? What time do we have to prepare a few cases for adopting my solution?

2 – I can be a resource to you in a negotiation with your boss. What can I do to get this deal done with your boss?

3 – Could you please explain what you mean “I can’t afford that”?

    I’m in a buyer’s group

    The second group of objections is

    • I’m in a buying group
    • I’m in a buyer’s group

    Try to find out that it’s beneficial for you to be a provider for this prospect. There are possible responses:

    1 – How to become an approved provider?

    2 – Could you please explain the details of your membership?

    3 – What companies belong to your membership?

    4 – What prices are you getting now?

      We’re going to buy this soon

      The third group of objections is

      • We’re going to buy this soon
      • We’ll buy next week

      Hearing this objection try to clarify:

      1 – What could interrupt this deal?

      2 – What could prevent the signing of the contract?

      3 – What could threaten our agreement?

        Summary

        Now you can manage sales objections about Customer’s Ability and Authority to Buy. Practice these responses. Come this our own ones. Have a great time handling prospect’s objections. And it’s your time great invested.

        About SergeyBure.com

        SergeyBure.com is a website for salespersons. The goal of this site is to provide content that allows salespersons to improve their skills.

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