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After receiving objections from the client, we blindly focus on everything we have to say to defend our product or service and we lose sight of some extremely important arguments.
Have you ever used? "Of the risk that exists if the client does not do business with you".
When we are negotiating within a B2B market, that is, from company to company, this argument works wonders. Let's think that for a purchasing manager he will place great importance on the price since it is what he must communicate to his bosses.
But this is NOT always the only thing, imagine that he can communicate in his company taking total security and greater peace of mind in the purchase of the product or service, for example: The acquisition of a machine that significantly speeds up production without increasing the price or a system that considerably solves all the problems of the distribution center with totally free post-sale assistance.
So: When we have a price objection, this tactic can work effectively, we must focus and lead the client to reflect on the danger or risk of not making an intelligent investment that is really a solution for their business, at their In turn, not doing business with us can waste your resources and lose competitiveness in the marketplace.
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Luego de recibir objeciones por parte del cliente nos enfocamos ciegamente en todo lo que tenemos que decirle para defender nuestro producto o servicio y perdemos de vista algunos argumentos sumamente importantes.
¿Has utilizado alguna vez? "Del riesgo que existe si el cliente no hace negocio contigo".
Cuando estamos negociando dentro de un mercado B2B, es decir, de empresa a empresa, este argumento funciona de maravillas. Pensemos que para un gerente de compras pondrá suma importancia en el precio ya que es lo que deberá comunicar a sus jefes.
Pero esto NO es siempre lo único, imagínate que este puede comunicar en su empresa llevando total seguridad y mayor tranquilidad en la compra del producto o servicio, por ejemplo: La adquisición de una maquina que acelera notablemente la producción sin incremento del precio o bien un sistema que resuelve considerablemente todos los problemas del centro de distribución con una asistencia pos venta totalmente gratis.
Entonces: Cuando tengamos una objeción del precio esta táctica puede funcionar de manera efectiva, debemos enfocarnos y llevar al cliente a reflexionar acerca del peligro o riesgo de no hacer una inversión inteligente que sea realmente una solución para su negocio, a su vez, no hacer negocio con nosotros puede derrochar sus recursos y perder competitividad en el mercado.
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That's a good strategy to implement. Showing them what they'll miss if they don't do business with you. I think this also works on the B2C side but it has to be a bit subtle. Most of that category (consumers) can't be win over in a practical way.
@young-kedar Indeed, in B2C we use other types of techniques, but in any case we do not lose anything by carrying out tests.