how to handle the money objection the

The rules and policies for closing sales, today, have changed as compared to just a year or two ago. With the economy being what it is, people are not as eager to part with their money, as they were a couple of years ago. Even when it comes to the necessities, we are comparison shopping, clipping coupons, and combing the net for special deals and sales breaks. Because of all this, the sales professional needs to be even more sharper and more willing to think outside of the conventional box, when closing a sale.There still are some very basic realities that govern what the sales person is facing. The biggest obstacle to closing a sale is the money. In fact, it's very safe to say that at lest 95% of the time, it's the money. The other 5% probably is a smoke screen that is hiding the money issue. If the sales person has successfully done all the other steps including proper qualifying, product presentation, and has gotten all those little commitments that lead up to the close, then the only reason why a prospect is going to object to making that final commitment will be the money.The sales professional knows that in order to make the sale, it's imperative to get rid of all the other potential objections so that it all really does funnel down to a question of affordability. This, to be quite honest, makes the sale that much more possible, because there is only one concern, and if that can be handled, then there's no reason for the prospect to refuse. Simple, right?After the salesperson gives the price and asks the final closing question: "Which credit card will you be using or do prefer to use a check?" The absolute CARDINAL RULE is to NOT SAY A WORD AFTER ASKING FOR THE SALE. No matter how long it takes for your prospect to reply, DON'T SAY ANOTHER WORD. The rule is: "He who speaks next, loses." And although we are not looking for the customer to "lose," we do not want to shoot ourselves in the foot by talking after we've asked that closing question.After you ask the question, your customer really has a choice of only two possible responses. They will either say "Let's use my credit card" or they will tell you they are not ready to move ahead. If you've done your job properly, your reply to this objection is very simple: "Mr Customer, please be honest with me. Is it the money?" Once your customer acknowledges that, then you can then address that issue and re-close your customer.The best reply to your customer's money objection is to first AGREE with them, and say you can understand their concern. Then you propose the following. "Mr Customer, I can fully understand your concern. If we can find a way to make this affordable for your budget, then there really would be no reason to not move ahead with this." This is a very powerful statement and re-commits your customer to a buying decision.From here, you then want to find out what part of the money obligation they find uncomfortable, and use whatever resources you have to handle. Possibly lowering a monthly payment by extending the months to pay in. Maybe lowering the down payment or splitting the deposit into two payments. Etc etc...You get the idea.By keeping your focus and being willing to work outside the box, you will close more sales.See you at the top.

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