Most customers believe that when a sales person comes / talks or meets them, they will talk superlative about their company products and services. A lot of that will be worthless and baseless.
So most customers raise their guard and are ready with all kinds of objections to counter the claims of the sales person. Its just a mindset issue.
I have mentioned many times that marketing and sales are all about applied psychology. So if we know that the customer will come up with various objections to our offer, why not give out all the things that your offer does not have – upfront. This way you will puncture all the arguments that the customer could have been trying to add up against your offer.
Obviously you need to word it in such a way , that it does not demean the solution that you have provided. You could put it as …. most of the vendors have policies that completely disregard the customer’s need for authority….we were also like that….however we have now got better sense and brought about this change so that you have the authority….
By acknowledging the challenges upfront, you disarm the buyer with whatever objections they were intending to raise against you.
In addition if you have been educating your buyers , using your marketing, then the buyer would already have been primed with the fact that you keep the customer’s interests in mind first. Which helps reduce the pressure on the sales team when they are selling.
It’s taken me many years to utilize the understanding of human psychology in improving my customer handling capabilities and I am trying to still learn everyday. You should also see how you can utilize this knowledge.
Till next time then.
As an example