Here's the bottom line: It's your responsibility to qualify out any economy, price, budget objections on the front end call so that these objections don't come up during the close. If you're still getting these objections later on, it means you didn't "disqualify" out the non-buyers - which are what you're dealing with when you get this objection.
It doesn't mean they aren't EVER going to be buyers, it just means they aren't going to buy now. And you need to know that in the beginning and NOT send any information or demos out.
Here are some questions to ask to identify who will and who won't use the "We're just going to wait until the economy gets better" objection.
During the qualifying call, make sure and ask any of the following questions by working them into your specific sale:
"A lot of companies are taking advantage of this (your product or service) now that the economy is slow - do you think the time is right for you, too?"
"Given what's happening in the economy right now, do you still see yourself (or your company) moving forward with this now?"
If they say they don't know, then layer it with:
"When do you think would be a more appropriate time for you?"
"How are you doing in this economy?"
"Are you still going to be able to participate in this if we can get you the (price, rate, deal) we're talking about here?"
"__________, many of our clients find that this (your product or service) is still important regardless of what is happening in the economy - is it something that you still have in your budget?"
Does your small or medium-size business need a new phone system? Then you're in luck! Our new, updated comparison guide helps you cut through superfluous information and narrow down your list of solution providers. Get the latest data on phone system features, pricing, and performance metrics in an easy-to-use format. more
The holiday season is filled with frenzy and excitement for businesses and consumers alike. Consumers prepare gift lists, compare brands and prices, and begin shopping with a vigor that is not present most other times of the year. For many businesses, the holiday season accounts for a large profit bump at the end of each year, and companies strive to exceed their goals and keep customers happy during this rush late in the year. more
There are a lot of possible reasons you might want to switch to a new phone system. The old one might cost too much or be too troublesome to operate and maintain. It might not be flexible enough. It might not be reliable enough. Or it just might not have the kinds of features and capabilities that you need in today’s competitive business climate. more