Point of Purchase Retail Store Fixtures, merchandising displays, sign holders and frames, hang tabs, display peg hooks, ceiling hanging, display construction and much more...


History of the Clip Strip® Video History of the Clip Strip® Video

Newsletter Newsletter

How to Overturn a Customer's Objection?

February 19th, 2018 in category Industry News
by Clip Strip Corp

Sometimes, a shopper will come into your store – and he/she won't buy 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. 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 your product merchandising racks become and how the products using hang tabs to stay displayed on hooks fly off the shelves.

## What to Do When He 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.

Figure out if they're bluffing or not. Most of the time, when a person is looking at the product – while at the same time complaining that it's too expensive – they are probably lying.

The only thing they might need that moment is a light "benefit push", especially when 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, thery are still looking at the product, right?

Acknowledge the problem and empathize with them. That way you'll lower their 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 They Are 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 Spouse, Relative 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 acknowledge 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, and the product might come damaged.

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 factor. Time is the only advantage you have when they're standing in your shop and not ordering online.