Great, we’re almost there!
We’re now entering the last section of this form.
Before making a purchase, a customer always has some unanswered questions or objections in mind.
It’s our job to try to alleviate those concerns and answer those questions the best we can.
We’re going to directly address and reframe their objections to …
–> demonstrate transparency
–> show you understand your customers
–> reinforce your features and benefits
–> reemphasize the value of your offerings
–> show your expertise
Let’s address your most common objections.
Ask yourself…
–> What are some reasons your customers are hesitant to buy your products?
Consider…
→ When customers say they are not interested, what are some of the reasons they provide?
→ What are the most common questions you get when you speak to potential customers?
→ What are some of the common ways you overcome customer objections? Are there any phrases that they need to hear to make a purchasing decision?
→ What additional education do you wish customers had before you spoke with them?
→ When a customer purchases from a competitor, what are the reasons they do?
JOURNALING EXERCISE
Write a list of all your common objections.
Reframing is the strategy of taking a piece of information and presenting it in a different way.
For example…
–> The cost may be high, but the cost of inaction may be higher.
–> Yes, blue is an unusual color. It will make you look really original.
As you address the objections, consider using the Carew International’s LAER Method:
1. Listen:
Demonstrate to your customer that you care and are interested in their concern.
2. Acknowledge:
Provide a sincere acknowledgment and restatement of the issue.
3. Explore:
Explore the underlying concerns and understand exactly what they meant.
4. Respond:
Offer your response in the form of a recommendation, an alternative, or a solution.
Now it’s time to reframe your common objections.
Some common objections and what to re-emphasize…
→ Lack of need
Sell the result, not the process
Reenforce how you add value
→ Lack of urgency
Show why your product is a priority
Focus on how you alleviate their pain points
Touch on the long term benefits
→ Lack of trust
Be genuine and open
Focus on your story
→ Lack of budget
Focus on value
Make your offer flexible
Offer different pricing options
→ Product objection
Describe the features, functionality, warranty policy
Use testimonials
→ Source objection
Mention where you source your materials
Share the efforts you’re making towards sustainability and being ethical
JOURNALING EXERCISE
Reframe all of your listed objections.
Addresses and reframe your most common objections in a Frequently Asked Questions format.
Write the customer’s question or objection, followed by a short answer paragraph.
Make sure the paragraph is well written, feels natural, and flows.