How to Spot a "Requested More Information" in Every Sales Objection
Most of the time objections are your prospect’s way of saying, “tell me more”.
As a salesperson, we are all familiar of an objection. We know that it’s common to go through an objection in the whole sales process. So it’s important that all salesperson must learn how to handle common objections.
The truth is, it is the responsibility of a sales rep to educate their prospects about their products and services. The reality is, to become an effective salesperson, we must know that we can’t persuade or lead the prospect into buying our product. You can’t just walk away after the first sign of objection. You must know the true objection. If not, prospects will keep on blocking your call.
The important thing is to understand which objections are true – the ones you can’t work out with your prospect and which ones are disguise and are only being raised because they want to know more. Most of the time, prospects object because they don’t know what you’re offering and what they can benefit from it. So it is your job to tell them.
When prospects mentioned one of the 5 phrases below, you must treat them as “requested more information” objection disguise with their corresponding rebuttals that you can use.
“It costs too much.”
The price sometimes depends on the needs of your prospect. So find out what exactly are they looking for and set a price depending on the needs of their company.
“The price depends on the number of users that you have.”
“We can customized it based on your company’s needs.”