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Date added: 04/19/2016 How to Overturn a Customer's Objection?

# How to Overturn a Customer's Objection?

Sometimes, a shopper will come into your store - and he/she won't buying anything. That's okay, because sometimes, people just aren't ready to buy. They might be completely uninterested. Heck, some of them came to the store only to provoke you.

You shouldn't be bothered by that.

Instead, focus on those customers that you have a chance with. Here are some tips and tricks to help you close that sale.

## When They Say They Need More Time to Think About the Purchase

The first thing you should remember in this case is: don't try to force the sale on them. They'll run away, and they won't come back.

Make them comfortable by saying, *"Hey, I get it, don't worry. Just take your time"*. It'll lower their guard. They might even start liking you.

After their guard is down, try to read their reaction: if they're open, start talking about some of the concerns they might be having. Please remember, don't be too pushy.

In the end, if you don't get any reaction - it's time to be more aggressive: tell them the sale is ending next week. Don't lie like your life is on the line here: always be honest. Just wait and see how empty those display hooks and other merchandising racks will become.

## What to Do When He/She Says the Product Is Too Expensive?

This is the number one buying objection a person might have. And it's not that easy to figure out what to say, no matter what the "experts" tell you.

Try and figure out if they're bluffing or not, hopefully you are good at poker. Most of the time, when a person is looking at the product - while at the same time complaining that it's too expensive - he/she is probably lying.

The only thing they might need that moment is a light benefit push: the benefits just aren't that visible or compelling to them.

Your job is to find out as much as you can about their daily living and habits.

Then, you just tell them a story about the product in the context of their life. And that's it: you've closed the sale.

## Past Experiences that Weren't Positive

If the customer has had a terrible experience with the product, there isn't that much you can do. The good news is that, for some reason, he/she is still looking at the product, right?

Aknowledge the problem and empathize with him. That way you'll lower his/her guard. If the issue has been resolved, just say it.

This is a real problem: just make peace with the fact that you won't be able to turn the situation all the time.

## Learn about Your Customer and What Stage He/She is In

Not every customer is in the same buying stage. A huge percentage of them are just looking around - and just aren't ready to buy.

Leave them be. Don't be pushy or mad at them: they won't come back to your store any time soon.

## What to Do When They Tell You They Need to Talk to Their Relatives or a Boss?

Ask them what objections could come up with the other party. Be it a boss or a wife, tell the customer to invite that third party.

When that other person comes, be patient: don't try to push the sale right away. Instead, answer their questions and aknowledge their concerns.

## "Wait, I can just buy this product online!"

Ah, the old, dreaded "online shopping" argument. Actually, there's a good reason not to buy the product online: they'll have to wait for shipping, the product might come damaged and once it's touched and felt for the first time, it may not be nearly what you expected.

If that happens, they'll have to return it, and they'll lose plenty of time.

Play your cards right: tell them about the time. Time is the only advantage you have when they're standing in your store and not ordering on same random website

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