BUYER: Any questions they ask…
REP: Your answer: “Good question; I’ll get back to that later.”
• 99% OF THE TIME you won’t have to come back to this question because by the end of your presentation the Buyer will be satis ed that your product is High Quality AND will ll their needs.
• 1% OF THE TIME the buyer will remind you of the question and you’ll have had time to think of a short answer to give the buyer. Give them that answer then IMMEDIATELY TAKE CONTROL BACK and return to your presentation and the close.
This is the rst objection answer EVERY SALESPERSON should learn! Most salespeople give way too much information in their answers.
REMEMBER, the buyer
just asked you “What time
it is,” NOT how the watch was built.
Objection Questions are just that…QUESTIONS…so treat them as that and get on to your CLOSE AND A SALE!! Good Selling!
Curt Kesselring President