Sales Objection – No Good Reason to Buy

Objection:  You Have Not Offered Me One Real Reason to Buy

Customer: “Thanks for the Preventive Maintenance presentation.  But do you know, I listened very carefully, and you haven’t given me one real reason to use this service.”

This objection is tough because it speaks to your abilities as a salesperson.  You think through what you presented and wonder to yourself:  Did you cover everything you were supposed to?  Did you stress the elements of Preventive Maintenance?  Did you explain how Preventive Maintenance will help solve important problems for the client?

There are two things to keep in mind:

• This may be a negotiating strategy designed to put you on the defensive.
• If the objective is genuine, it may not have much to do with you or your presentation.  

If it is a negotiation strategy:

Salesperson: “Would you tell me what reasons to buy you were expecting from the presentation?”

This question conveys:

• You are genuinely interested in his opinion.  You are willing to listen to his opinion.
• Calms the mood.
• By asking a question, you request details of what the client is thinking.
• Turn the client into a “pitchman” for the product.
  • Take points one by one and expound on them.
  • Explain how your company can meet them.
  • Meet every one of the clients’ reasons to buy. 

What’s eating the client?

If someone is upset or angry, chances are it isn’t with you.  It’s probably something else in their life.  People get upset for all kinds of reasons, and most of them don’t have anything to do with you.  So, when someone stands up and raises a very aggressive, confrontational objection, start by assuming that he or she isn’t really angry about anything you’ve said or done. 

• Stay calm.
• Ask open questions.
• Do not get angry in return.
• The client is venting.  Not at you or your company – most likely the world