Candy Bars and Cokes Taste Better Than Water.
Wait! You Want HOW MUCH For That Candy Bar and Coke?
I bet you can guess what the number one objection is! PRICE. You got it. The age-old question – Can “I” afford what you sell?
We would all love to own a boat, fancy car, and a big house! These are WANTS, not needs. We don’t have to have a car but it sure is nice when we have one. We don’t have to have air conditioning in the car, but it is sure nice! Sure, this is similar to the advantages of ownership. However, we are now identifying the objections you have.
Have you thought about your objections to the candy bar and coke versus the water and protein bar?
Your goal in this section should be how to overcome consumers’ objections through clear, convincing education. You must explain what you sell clearer and faster than anyone else. Most companies are not good at this, but I am willing to bet you have not even thought through this process.
When you properly overcome the objections of a potential buyer, you create a new paradigm for that buyer that shows you as the solution holder. They stop seeing all the obstacles and roadblocks. Now they only see opportunity.
This is a reason to consider hiring a fractional CMO.