“What do you mean Brian?”
That’s the reply you should make to the objections
that you receive.
I’ve used it over the years and it works like a treat.
Why should you use it?
Well, here’s why…
When someone says “You’re too expensive” what do you
Do you think that your product and service is out
of their range in terms of cost?
Well, a lot of sales people do. You see, they make too
But it could also mean:
“We don’t have the budget at this moment…but could have
in the future”
“It’s too much money all in one go…but if you offered
us monthly payment terms we could spread the cost out”
“You’re too expensive compared to XYZ Ltd…but I am not
comparing apples with apples”
You need to find out the reasons why they are making
the objection and never assume anything.
By simply responding with:
“What do you mean Brian?” you will unearth
the real reasons why and you can then have something
to work on.
Do not assume that you really are too expensive all of
Good luck and good selling!
John Ruskin was a prominent social thinker and philanthropist.