The next time you are on a sales call or discussing your product with a client, much of the time their responses as to why it is not the right product for them is NOT an objection.

If you consider their response as an objection, this will immediately put you on the defensive to want to argue that they are perceiving your product incorrectly or to try and convince them that it will meet or solve their needs.

Here is what I suggest:

The next time someone feeds you a line such as: “I am not interested”, “Your product costs too much” or “I don’t have the proper customers for your product”, think about their response differently.

Instead of thinking about it as an objection, try considering it as AN EXCUSE.

Your customer frequently will try and shut you down and send you on your way but not necessarily because of your product. Much of the time it is because they are giving you an excuse so that they:

• Don’t have to take the time out of their busy day to listen to your pitch.
• Don’t have to step out of their comfort zone with the products or services they currently use.
• Don’t have to put in the effort to learn about how your product or service may be a better choice than what they are currently using.
• Don’t want to be proven wrong about their perception of your product or service in that they believe it to be too expensive. This is especially true for the experienced client.

Most clients, especially if they have been in their position for a while, are resistant to change. Explain that you understand how difficult something new can be but that they may be surprised at the results and that you will be available to support them on their new experience.

Next time remember, they are giving you an excuse because this new thing is going to take some effort.