How to successfully overcome a common objection, help more people and make more money
It’s not uncommon for a customer to want to “talk to their doctor” before making a purchase or trying a health related product. In fact, it’s a smart idea. The doctor is a trusted, health care professional whose opinion matters.
However, what often happens is nothing. The customer hangs up with all the best intentions but forgets, doesn’t talk with their doctor or call back for the product. In the end, they continue to struggle with their health issue and you lost a sale.
But what if there was a way to help the customer have that conversation, try the product and get some relief? What if you could do this and make a sale too? It would be great, right?
An Effective Rebuttal
When you’re faced with a customer who objects to making the purchase today because they would like to “talk to their doctor” first, an effective rebuttal I have heard professional salespeople use in the past is…
“I understand and it makes great sense to involve your Doctor, in fact we encourage you to take your [product name] to them so they can review it with you. They are going to be happy that you’re taking action and doing something good for your health. Now, where would you like us to send your [product name]?”
This approach communicates confidence in the product, implies ownership by using “you and your” and allows for the sale to be made today.
It’s a much better approach than…. “Ok, well call us back when you can.”
So, when you encourage your customer to take it to their doctor when they say they want to talk to their doctor you’ll help more people and increase your sales.
The One – Two Punch
Action: When you encourage your customer to take it to their doctor when they say they want to talk to their doctor…
Benefit: …you’ll help more people and increase your sales.