Let’s say you offer a top-notch product that’s not only competitively priced, but also very popular. It’s so popular, in fact, that you’re having a challenging time keeping a large enough supply in your inventory to meet the demand.
So, the people who’ve already decided that they want your product have to wait awhile to get it. And as a result, there’s a huge risk that they’ll go to the competition in order to get a similar product sooner.
So, what do you do in this case? Well, instead of letting this objection cost you sales, you can actually brag about it early on in your presentation. Here’s how:
Say, “Mr. Nelson, once you see all of the great things this machine will do for you and your entire office, I’m sure you won’t mind waiting a short while for it.”
If the prospect gives you a confused look, you continue, “You see, this machine is our most popular model out there. As a matter of fact, we’re moving them so fast that our warehouse is in a back-order situation at the moment. The good news, though, is that there are plenty of machines on order, and I’ll be happy to reserve one in the next shipment just for you.”
“Now, if you’re really in a hurry, I suppose you could talk with one of our competitors. They may have a machine in stock that might handle a few of your basic needs. But that could possibly be because they’re not selling all that well.”
“On the other hand, the people we’ve served have been willing to wait a short time to get the more suitable machine that meets all of their needs. Is that how you feel as well?”
In this case, knowing that everyone else is eager to receive your particular model will help many of your prospects overcome the challenge of having to wait for it.
So, the keys here are to be proactive in pointing out the challenge, demonstrating that it isn’t much of a problem at all, and then showing that the benefits offered outweigh any minor inconvenience involved. In other words, if you think of ways to bring up the objection before your prospect hits you with it, you’ll be able to handle it much more effectively.
