Topic Progress:

I’ll get back to you.

The only reason this objection comes up is when the customer wants to keep their cards close to their chest. They don’t want to reveal the reason why they don’t want to go ahead with the work. It might be because they don’t have enough money for it or something else. What you want to do is convince them to reveal the reason why they aren’t deciding to do the work now.

Here’s what I start with.

“It’s rather unusual that customers don’t go ahead with the repair at this point. Is there something about the shop, me, or the price that has thrown you off and made you not want to make a decision now?”

By saying that there are a few things I want to point out.

“It’s rather unusual that customers don’t go ahead with the repair at this point.”

This is an age-old sales trick. When you shop on Amazon and buy something, they pair it with other items. And they say “most people also buy…” whatever those items are. What Amazon is trying to do is show you what other people do and make you want to be like other people. If you don’t also buy these things, you’re abnormal. People want to be normal. That’s what you’re telling them when you say that what they’re doing is unusual or not normal.

“Is there something about the shop, me, or the price…”

After that are suggestions of what we could have done wrong. Was there something wrong with the environment they are in that threw them off? Was there something wrong with me that affected them? Or was the price the concern. So we’re giving them the suggestions if they’re unwilling.

When they come back with their answers, you can deal with the objections as they are dealt with in other lessons.