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

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.