Check Out some common excuses always given by customers for not purchasing your products

Like objections, let us take some cases of specific excuses which allow to know a fine comparison of objectives and excuses. These can be:

1. “I have no money”:

There are some prospects that put forth the lame excuse of this kind. It happens even with well to do prospects. Here, the intention is to some how avoid the purchases. In such case, the salesman is to appeal to his motive of ‘ego’ and ‘status’. In a very pleasing manner, he should say that money is not a problem for him, as he knows prospects financial standing. He should ask him to buy now and pay later stating the credit sales with him is like a deposit in a safe bank. He may also please him indirectly asking him to pay in small installments. If he is really a man of status and riches, at once agrees to pay and by as it is below his dignity to buy on credit or on installment system because, he wants to show that he is not a middle-class member of a society but one belonging to rich-class.

2. “I am to consult my home ministry”:

There are some prospects who push forward their inability to buy as if the purchase authorization is to be got from “high command”. In many families, wife is referred as the ‘commissioner” or the “home minister”. It is true that wife’s approval is essential in case of henpecked husbands or those wives earn the bread for the family. However, all husband take full advantage of this to avoid purchases. In this situation, the salesman must hit directly to his sense of self-respect, status, sex-superiority. He should retort in the same coins saying that finance ministry is supreme in all matters and home ministry the next. Excite him about the status and superiority of a ‘jacket’ government than the “petty-coat” government. Suddenly he turns and accepts the offer.

3. “I have to look in other shops”:

On several occasion, the prospect likes to show signs of suspect. As prospect after listening to the salesman, suddenly presents his excuse that he wants to look for the product in other shops. He wants to some how elude from the shop. In this case, the salesman should welcome his suggestion and should pin-point that for the same standard product, the price quotations are same all over the state. He should be made to realize that whenever he goes the same prices are likely to be charged by any dealer. He should show printed catalog price for a product. He should challenge if there is any price differential for the same standard product elsewhere.

4. “I always buy from my relatives”:

Some prospects do avoid purchase in the name of supporting their relatives who are in die same business as that of salesman. Really, it is a very intelligent at the same time partially treating excuse. Just as a person kills his mother or father or other relatives, to tide over some serious obligation, the prospect takes shelter of his relatives not to buy. A shrews salesman should tolerate it as a good trial and say that he also belongs to them and can extend the same concessions that relatives are and even more. Or he should take credit of commercial honesty and fit in one of his relatives and finalize the deal.

5. “I am not interested now”:

This is no-need type of objection or excuse as it intends to avoid purchase at present. The prospect may support his stand that he has sufficient stock and the present stuff serves his purpose much better and therefore, he is not interested in the product of a salesman. If the salesman tries to raise alternative proposals, it will be of no avail. At any rate, he is trying to avoid purchases. In such cases, the salesman should waste his valuable time as he is dealing with a china egg.

6. “I want to buy imported stuff’:

Some customers have a mad fad for imported things or products. It may so happen that die Indian dealer is selling in say more than 100 countries a water pump, but still a customer wants to buy which is made in Japan. Therefore, he refuses to encourage Indian sales representatives who are selling the water pumps meeting ISO specification. In such case, the sales should hear coolly, what the prospect says. Once he completes, he should tell about the products and how it is imported not only in under developed countries but developed countries like, America, Italy, England, Germany and so on. He should establish that these days goods made in India are in high demand because of high quality and comparatively low price.

7. “I am eagerly waiting for the latest model”:

There is a class of prospects or customers that shrewdly swears by the latest models. Their excuse is that they want the latest product. However, the real problem may be of purchasing power or the ability to buy now. It is very diplomatic and tactful way of slopping the salesman to proceed further in his sales efforts. In such case salesman should welcome the ideas of latest model but warn him of likely price hike, deterioration of quality standards and loss of short life-span he enjoys. Thus, a customer is to wait for next twenty to twenty five years. There is no fun in having a car at a ripened age of 90 years. It is at the prime time of youth that life is to be enjoyed. Salesman provide analogies of successful life and life style. The prospect may change his mind and deal may be clinched.

8. “The value does not exceed the cost”:

Most buyers must sacrifice something else to buy a product. The money spent for the product is not available for other things. When we buy as individuals, the choice may be between the down payment on purchase of a say an automobile or a vacation trip. In case of business buyers, it may be between expanding plant and distributing a dividend. Usually, buyers object until they are sure that the sacrifice is more than offset by the value of the product or service being acquired. Whatever the price of a product or service somebody will object that it is too high or out of line with the competition. The other price objections or excuses are: “I can not afford it”. “I can not afford to spend that much right now.” “I never accept the first price quoted by a salesperson”. I was looking for a cheaper model.” I do not care to invest that much; “I will use it only a short while. I can beat your price on these items.” I can not make a reasonable profit, if I pay that much for the merchandise”. “We always get a special discount”. “I am going to wait for the prices to come-down.”

Although such objections about price occur more often than any other kind, they may be just masks to hide the real reason for the buyer’s reluctance.