AJAR.id – Hello Ajarian! A ‘buying objection’ is a reason presented by a customer stating why they cannot make a purchase. When faced with a buying objection your task is to overcome the objection and make a sale.
As part of the sales process, you can expect customers to have objections to buying what you have on offer, at the price you are asking. Commonly, objections may be categorized as falling into one of the following areas:
Customers may feel the price being asked for a product or service is too expensive. They may want a reduction in price, or they may understand price is not negotiable and so seek an alternative product or service at a lower price.
The customer may need the product or service immediately or they may need (for example) a booking for a specific date or time. If the customer has an immediate need, they will often be unprepared to wait for service unless they believe they genuinely have no viable alternative.
- Product and service characteristics
These questions involve objections relating to matters such as:
- The size of the product (meal, drink, room, bottle) or the duration, type and style of a service (massage, food and beverage service, recreational activities, trips and tours)
- Quality factors...