The Root of the Excuse
We’ve all heard excuses in sales. An excuse is simply a reason not to buy. Ever heard these?
“I don’t think my customers would be interested.””I have to ask my business partner.”
“I don’t think we can afford it at this time.”
“Let me think about it.”
Another thing you might hear is objections. These are often excuses in disguise. Just a few I’ve heard include:
“That’s too expensive.”
“I don’t have wifi.”
“You kids and your technology… it’s just a fad!”
The most important thing to remember if you start to hear excuses or objections is not to prove the merchant wrong. It’s your first impulse to tell them they’re wrong, but the right way to handle it is to get down to the root of the excuse. Affirm their concern and understand they’re not wrong for having a concern; they’re just uneducated. Want more? Watch the video below!
