Objection #1: Not Enough Trust This is critical my friends, because if you get to the end of your service call and you presented many great options and maybe and cross-sells and up-sells and all the different things, the easiest objection for them to give you is, need to think about it. “I It seems like too much money. going to do it’s I’m not anything.” What has really happened is that you haven't created enough trust for them. not going to tell glad that you They’re you: “Well Kenny, I’m came out today and thanks for looking at my water heater and offering the add-on expansion tank and that all sounds really good but I trust you, therefore going to purchase from don’t I’m not you.” be nice if we could know what they were thinking so we could It’d structure things a little differently and handle it accordingly, but they tell us that. don’t So if not going to tell us that, we need to realize going in they’re that had negative experiences like the ones from Saks Fifth they’ve Avenue or the car lot. All the different experiences that all had that make us think: we’ve you're a service provider. You're trying to sell me something. You're offering something. not sure if I trust you. I’m The first thing got to focus on from the very beginning is we’ve building trust as we go because why do people buy? Who do they
Objection #1: Not Enough Trust This is critical my friends, because if you get to the end of your service call and you presented many great options and maybe and cross-sells and up-sells and all the different things, the easiest objection for them to give you is, “I need to think about it. It seems like it’s too much money. I’m not going to do anything.” What has really happened is that you haven't created enough trust for them. They’re not going to tell you: “Well Kenny, I’m glad that you came out today and thanks for looking at my water heater and offering the add-on expansion tank and that all sounds really good but I don’t trust you, therefore I’m not going to purchase from you.” It’d be nice if we could know what they were thinking so we could structure things a little differently and handle it accordingly, but they don’t tell us that. So if they’re not going to tell us that, we need to realize going in that they’ve had negative experiences like the ones from Saks Fifth Avenue or the car lot. All the different experiences that we’ve all had that make us think: you're a service provider. You're trying to sell me something. You're offering something. I’m not sure if I trust you. The first thing we’ve got to focus on from the very beginning is building trust as we go because why do people buy? Who do they
4+Types+of+Objections+IMM+Edit.docx