A skilled salesperson does this
very well
– play devil’s advocate.
He addresses possible objections
from prospects
proactively.
He’ll tell prospects
something like this
– “Some customers, at first,
were concerned about our product
being X dollars more expensive
than our competitor’s product.
That is true.
Our product IS more expensive.
But it also has (this extra feature)
and (that extra feature).
And we can break down the cost of it
into smaller payments,
timing it to better align
with your increased revenue.”
By addressing concerns
proactively,
he shows he’s thinking of them.
“Playing the role
of devil’s advocate
has been found
to increase people’s resolve
in their decision making,
not hinder it.
Be your own devil’s advocate
and back up typical objections
with solutions
to dismiss
your customers’ apprehensions.”
Your prospects
WILL have objections.
Consider addressing them
proactively.