You are the first company we've gotten a quote from.

by Doug Armstrong
(Grand Rapids, Mi.)

In an, "In Home Sales Presentation," for a home improvement project, I do not have a good response to, " You are the first person we've spoken to, we need to get at least two more quotes."

Comment from Stephen Craine

Doug, this is a great question on a sales objection that I'm sure many other people face.

First, there is no one answer that will overcome this or any other sales objection.

That's because each of the prospects that raise this objection could have a different real objection.

When a sales prospect gives you this objection they could mean:

They think they should get other quotes because that's what people do when buying.

They have some reservations but don't want to tell you directly so they raise a smoke screen objection.

Their buying strategy is to look at several options and narrow it down to just one.

They're not really sure about what they want and they're learning more from each sales person they see.

And there are many many more possible real objections behind the same words.

How to overcome the objection

The first step in your sales objection handling process should be to discover the real objection.

You can see more on discovering the real objection at Overcoming sales objections...

This objection will be based around the buyer's strategy for making a decision to buy. The process they will follow to decide which product to buy and who from.

Ask them how they are going to make a decision.

A common buying strategy is to have 3 alternatives to choose from. If after questioning your buyer you find this is why they are going to get more quotes you can try offering them 2 more alternative packages to choose from.

It could be the price

It could be that they want to make sure they are getting the best price available.

One way to deal with this is to have the prices of your competitors to show your prospects. You may not be the cheapest so make sure you explain why your product is better.

The prices have to look genuine, such as real quotes or pricelist.

If you can't overcome it

You will never overcome all objections.

If the prospect insists on seeing two other suppliers there is still some actions you can take.

Ask for another meeting

Explain that customers often look favourably at the last sales presention they see. Ask if they would do you the courtesy of meeting with you again after seeing the other two suppliers.

This gives you another chance to close the sale.

Use a good sales objection process

Make sure you are using a proven sales objection process that includes discovering the real concerns the prospect has.

Here's the objection process I use with my working sales teams.

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A no nonsene sales objection course in a workbook, that you can start using today to increase your sales results.

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