How to Avoid Getting Economy Related Objections

Updated: November 16, 2010

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?"

Also, ask:

"How are you doing in this economy?"

Layer:

"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?"

Ask:

"__________, 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?"

Featured Research
  • The 2017 CRM Comparison Guide: Q2 Edition

    If you’re in the market for CRM software, we’ve got good news. We’ve updated our CRM comparison guide for Q2. more

  • 2017 Business VoIP Features

    If you’re considering an investment into a new VoIP system (or upgrading an old one), it’s important to understand what features are available and which ones your business will actually need. Especially if you want to keep costs at a minimum. more

  • 10 Reasons Why  Automated Agents  Aren't the Answer

    Automated customer service agents are a tempting option. They never need time off. You don’t have to pay them a salary. They don’t even need a physical workspace. But despite these advantages, they remain a poor substitute for live agents. more

  • Get the ERP Solution You Want in 5 Steps

    An effective Enterprise Resource Planning (ERP) solution is a must-have for any growing business looking to quickly improve the flow and efficiency of various internal processes. more

  • ERP in the Government Sector

    Enterprise Resource Planning (ERP) solutions have helped businesses improve the flow of key internal processes. That said, there’s yet another professional sector that’s benefitted, too … more