Here it is important to let the person understand that you are completely on his side, trying not just to make money, but to help and take care of his benefit.
When responding to objections, use the following constructions: " Indeed, ...", "I agree that ...", "You are certainly right, ..." - then simply retell what the person said, but in your own words. This will make it clear that you heard the interlocutor, understood and accepted his objections.
You can join the client either fully or partially. It will be useful to give a personal example or make a compliment:
— 250 thousand per person skype database is exorbitantly expensive! I spent a whole month on vacation in Spain for the same amount of money
- Yes, indeed, 250,000 is a considerable sum. But there are no similar tours with a lower price tag now Full accession
— You are certainly right about the price, but I would like to point out that this is a signature tour. In addition to transfer and accommodation, you will have access to private locations, unique routes and tastings. Partial accession
— You know, I also couldn’t decide for a long time whether to buy a tour at such a price, but having bought it, I didn’t regret it at all, now I’ll tell you why… Personal experience
— It’s great that you’ve managed to visit different countries, it shows that you have a good understanding of the features of different tours and their prices… Compliment
Step 2: Clarify
Here it is important to understand the real problems of the consumer, as well as to distinguish a real objection from an excuse (a false reason for refusal.)
This can be done by asking clarifying questions that will make the concerns more obvious and identify the reasons for the anxiety. By voicing these problems, you will be able to focus the client's attention on the benefits of the product offered.
Questions may be, for example, like this:
"Your service doesn't suit me":
Please clarify what exactly you are not satisfied with?
Is the problem price or functionality?
What qualities does our service lack to interest you?
Which option would be 100% relevant for you?
Step 3: Provide counterarguments
Once you have found out the real reason for the objections, it is time to present arguments. Here the manager will have to demonstrate not only knowledge of the product, but also the ability to present it favorably.
How to present counterarguments
Let's list the most interesting ways to work with objections:
PPB, or Property-Link-Benefit
Focus on the product's features, connect them with what the customer wants to receive, and outline the benefits he will receive:
— Previously, I only worked with freelancers, it was cheaper and easier than contacting an agency
— Sure, they use a lower price tag, but we can offer flexible rates, and discounts are also available. Your project will be taken on by a designer, layout designer, and professional editor Property
All together it will be much more profitable: Bundle
you won't have to search for and coordinate several freelancers, this will save time Benefit
— An order from an agency is a guarantee, because the contract specifies all the deadlines, as well as the volume of work to be performed Property
It turns out that Bundle
in the end you will get exactly what you expected, and there will be no delays. We will meet the deadline