Your product or service could be absolutely perfect for your prospective customer. It could fulfill every need, be a good price, and you could have gotten along with the prospect swimmingly. But, even with all that, if a prospect says that now is just not the time, what can you do to combat that sales rebuttal? A lot, actually, writes Leslie Ye in a recent HubSpot article.
Here are a few questions Ye recommends that you ask if a prospective client suggests putting off a sale for another time:
Questions to Combat Sales Rebuttals
“If I call you back at another time, what will have changed?”
This question can provide clarity on why the prospect feels as if they need more time (and if what they are facing is genuinely an issue that time will solve) or if they are just stalling. If nothing is going to be overly different in the future, you can inquire more into the actual reasoning behind the prospect’s sales rebuttal. Or, if there is truly something else going on that is causing a delay to the sale, maybe you can take action to close the deal now. If money is an issue at the moment, you could offer a more limited version of your product or service in the meantime until they can pay for everything you have to offer. Or, if your company allows it, you could set up a payment plan that will work with your prospect's current budget allowances.
“If money was no object, would your answer change?”
If the answer to this question is no, the issue is that the prospect does not see the value in your product. When this is the case, you either need to find out why they don't see the value in your product and figure out if there is a way that you can change their mind. If you can't find a solution to the problem at hand, gracefully bow out. That way you won't burn a bridge that could lead to a different sale later on down the road. However, if the answer to the question is yes, the delay is probably a money issue. Just like with the last question, work with the prospective client to see what you can do to get a contract signed now.
“When do you want to have your goals achieved by?”
By this point in your sales pitch, you know exactly which of the prospect’s goals or needs your solution could fulfill. If they are stalling, remind them of the goal and how important timeliness is in fulfilling it. Sales rebuttals can often be overcome by focusing on prospect pain points.
Don’t say anything.
This is a more unconventional way of weeding out less than honest objections. Ye says that a prospect who stands by their objection will ask if you’re still on the line and continue the conversation like nothing changed. A prospect who is making up excuses will begin to flounder, and try to fill the silence with anything that comes to mind. Based on their response, you can plan your next course of action.