If you have been in sales for any period of time you have likely heard sales objections that defy any common sense. Of course many of these creative sales objections are because your prospects are confused, have other priorities, are not the decision makers etc. For many people, giving a sales objection lie is just a way to handle the social awkwardness that comes with saying “no”.
When you encounter an absurd objection, it can be tempting to just give up and move on to the next customer. But with a little creativity, you can turn even the most absurd objection into a sales opportunity. Here’s how to handle absurd sales objections:
1. Acknowledge the objection. The first step is to simply acknowledge that you’ve heard the objection and that you understand where the customer is coming from. This shows that you’re listening and that you’re trying to understand their needs.
2. Restate the objection in a different way. This helps to ensure that you understand the objection and that you’re not just agreeing with the customer for the sake of agreeing. It also helps to clarify the objection for the customer.
3. Ask a question. After you’ve restated the objection, ask a question about it. This shows that you’re still engaged in the conversation and that you’re interested in finding a solution.
4. Offer a solution. Once you’ve asked a question, it’s time to offer a solution. This is where you’ll need to be creative, as you’ll need to come up with a solution that meets the customer’s needs while also addressing their objection.
Contrary to your belief counselor all it would take is a slight accident or a thief to make all of those documents public. When all of your clients realize that you haven’t protected their privacy I’m sure you will find a document management solution to manage all of the lawsuits that come your way! Hopefully the solution you choose also allows for the discovery you’ll need to know what you’ve just tossed out the window to the public! It’s your call, but a little work now would save so much work (and money) later!
Good luck on the delivery – I know this all too well and I can tell you from experience that they will always spend more on fixing this situation after the disclosure!
Wow, liability does not seem to be high on this fellows list. But, if you could identify his customers (VICTIMS) and alert everyone to civil/criminal liability the owner might get motivated. I am re-posting.
Sales techniques have changed over the years and a direct approach in this situation will not work. Try a different approach:
1. Hi, I am calling to offer you a $5,000.00 trade-in on your vehicle and to put you in an SUV that has more leg room, cargo space, and a stronger suspension. We will also include scanning all of your documents and you will be able to view them on your in-dash DVD player.
2. Have the car stolen. When the police recover the stolen automobile, the documents will not be in the car. Simply call the attorney the following week to inform him that someone dropped off the records at your facility and due to the confidential nature of our business we can’t disclose who it was. In any event, we can continue to provide safe, secure document storage and you can access your documents 24 hours a day. If you elect to pickup all of your documents there will be the retrieval fee, permanent removal charges, computer deletion charges, etc. The bottom line is that if you bring us a certified check for $11,432.00 we will release the documents back to you.
I truly believe that either of these approaches will result a closed sales. If neither of these work, then I would simply set the car on fire, call the local news station and utilize their footage as advertising to other attorneys in the market area with emphasis on safe, secure document storage and management services.