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The Sales Buzz Issue 114 - Overcome the Sales Objection - I can't afford it!
March 15, 2011
Hi,

I'm Stephen Craine from the website Sales-Training-Sales-Tips.com


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Overcome the Sales Objection Ė I Canít Afford It!

How do you overcome the sales objection Ė I canít afford it. This sales objection is different to the objections you get about the price being too expensive. Price objections are raised when the sales prospect doesnít see the value in your sales proposal.

The ĎI canít afford it,í response comes when the buyer has concerns that their budget doesnít go that far. They either do not actually have the money, or they would have to take money that is allocated to another outgoing payment.


Here are some of the techniques that my sales teams have used to overcome Ė I canít afford it.

Let me know if you find them useful and how you overcome this sales objection. Click and open the comments box in a new window, then just type. Comments and questions on sales objections...


Identify the real objection

Before you try to overcome the objection you must identify the real reasons behind it.

Using the 4 step objection process, that you can see free on my website at Sales Objection Ė 4 step process, the first step to handling any objection is to define it. Ask the questions and find out what it really is that is preventing the buyer from agreeing the sale.

In this case you want to know if they have the money, but it is allocated to other outgoings, or do they really not have the amount available. The difference between the two is that in the first scenario they can buy but wonít, and in the second they may want to buy but canít.

If you find that the real obstacle is that they have the money but you have not yet influenced them to use it to buy from you then treat it as an objection to price and use the techniques you will find at Handling objections to price.


What price is it that they canít afford

Often there is more than one price for what we sell, define which price they cannot afford and then use another one.

I sat watching a television shopping channel...

Yes I know it isnít everyoneís choice of how to spend their free time, but it is a great sales training tool. You can spot techniques that you might not have thought about, and you can see some really poor sales pitches that help to improve yours.

...on the shopping channel was a computer for £600. It caught my eye and I was tempted. I gave myself all the buying signals such as convincing myself that I really needed a new computer, and telling myself how it would be cost effective. My heart felt the impulse to buy and my brain was now giving me the logical sales pitch.

I saw the price and thought no, I donít have £600 available right now to buy it. £600 is a lot of money. For many people that is more than a weekís wage. It was a sudden stop to the sales pitch I was giving myself. This was an, I canít afford it! objection.

Then the presenter gave a great presentation on the payments plan that was available. A really good, simple sales presentation on the no interest payment terms of £150 per month for 4 months. Suddenly the outlay of £600 right now, this month, was down to £150. As the presenter said, ĎEveryone can afford £150.í


I suppose you are wondering if I bought the computer. What do you think...


Use all the tools that you have

When you are selling a product and the sales objection I canít afford it comes up, you must have all your available options to hand ready to show the buyer how they can afford it.

Look at ways of reducing that initial cost that they say they canít afford. Payment plans are one answer, but there are many more. You can combine this idea with the Sales Value Technique that we discussed in earlier Sales Buzz newsletters.

Whether you are working in a retail store, B2B sales, or Direct sales, make sure you know, and can present, all the available options that make your goods and services affordable.

If you are a sales manager test all your team on how they use and present all the options that will overcome the, I canít afford it, objection.

Overcoming sales objections is where you really show your worth as a sales professional. Learn as much as you can, the more techniques you have available the more choices you have, and the more ways you have of overcoming the obstacle to closing the sale. You can start your learning by going to the Sales Objections section of the Sales-Training-Sales-Tips website...


Let me know how you overcome this objection

Let me know how you overcome this sales objection of, I canít afford it. Share your ideas and show off your skills. Ask any questions and raise some issues.

Click and open the comments box in a new window, then just type. Comments and questions on sales objections...




Tell Friends & Colleagues about The Sales Buzz

Invite your friends and colleagues to get the Sales Buzz.

We've prepared an invitation for you to send. It gives your colleagues information on how to get the Sales Buzz and the 2 free eBooks that they will receive.

Open the invitation and send to as many people as you think will gain from receiving this newsletter. Open and send the Sales Buzz Invitation...




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