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

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.