The best approach would be to respond to the objection with a question that establishes an understanding of the buyer's cost concerns. The fact that the buyer is complaining about price is the ideal situation because it means that they have an intention to purchase. Badugu and Srivastava (2014) suggest that the key is to comprehend and acknowledge what the buyer is saying through their objection and ask direct questions that direct more information. For most clients, they have varying reasons not to purchase such as lack of enough money to pay upfront or they might have the money, but they would prefer a discount. Therefore, through questions such as “how much are you willing to pay?” provides a threshold to set the ideal negotiation threshold that might offer the customer what they need and, at the same time, protect the worth of the product.
Asking questions protects the value of the product and acknowledges the emotion of the buyer. It is essential to remind the consumer why the laptop has an extended and effective warranty than any other products in the store or offered by the competitors. Even if they need discounts and the entity probably does not present, the buyers can begin to understand why the laptop is priced as it is. The idea is to match the consumer's worry with the right response that caters to the need. As such, "what is it you were looking for" might invoke the buyer to reveal whether they can afford the product when offered a discount. Like any other purchase, sellers are entitled to protect the laptop product's worth and compensation, while buyers want to feel they get the product for a reasonable price.
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Through queries, I can sell the value that leads to a solution. It is essential to remind the consumer what our laptops offer, and the worth for money in the long run. A question such as" if money was not an issue, would the computer solve your current and future problem?” If the customer answers yes, they have to accept that the product is worth the price and consider paying for it. As a salesperson, it is vital to rely on experience in handling store laptops, which provides the knowledge why our products are valued more than the competitors. Since the customer feels that the product is overpriced because of the warranty, for instance, asking them for "how long have you been using your last laptop?” is an opportunity to speak on why our products are better than the previous item or the ones available in the market. Aqmala and Ardyan (2019) suggest that more profound knowledge of a product's features leads to a direct high-quality presentation of the sale items. Backing up the price with the features helps persuade the buyer that they are getting a return on their investment within the warranty's stipulated time.
Viewing objection as a question allows for customer sensing for accurate response. Learning customer desires is established through communication that builds a relationship. As such, concentrating on queries such as "what were you looking for?"; provides an opportunity to learn the features that would fulfill the need and protect the worth of the item. As a store, the privilege of many options means that the customer has a variety to consider and explore varying laptops. The interaction process offers the chance to speak on the entity's substitutes, discounts that the buyer might be willing to consider. Additionally, I can also provide the history of the product's performance and feedback from other customers just in case the consumer fears they are paying for more than is necessary.
References
Aqmala, D., & Ardyan, E. (2019). How does a salesperson improve their performance? The important role of customer smart response capability. Gadjah Mada International Journal of Business . 21. 223.
Badugu, D., & Srivastava, A. (2014). MODERN SELLING TECHNIQUES. GE- international Journal of Management Research . Volume 2. 343.
