Sales Podcast | 7th Key In Selling "The Impending Event" and How To Handle "I'll Buy Later" Sales Objection

Today's sales podcast topic is the 7th key in selling which is Impending Event & Handling “Ill Buy It Later” Objection. 

Quote by: Eleanor Roosevelt
Former First Lady of the USA. A well known political figure and she once said:
 

“Learn from the mistakes of others. You can’t live long enough to make them yourself”

 

Topic: Key number 7 in selling which is The Impending Event.
 

Which simply means that things will change, the prices, processes, service, performance, desirability and availability of what you are selling today will for sure change in the future.
 

It is a fair thing to say that the prices you are selling your products today, will not be the same in the future.
 

In order to be absolute success in sales you sales fellow must come up with a way to handle to “I’ll buy it later” objection.
 

So let’s use an example of the 7th key of selling – The Impending Event
 

Prospect: “The price on this house is too high”
 

You: “Yes, I’d be inclined to agree with you. The price on this home – like most everything else – is too high. But you, Mr Prospect, are the one who set the price”
 

Prospect: What do you mean that I am the one who set the price?
 

You: “Actually, it was you and all the other people who are in the market for homes who really set the price of the homes. For example, if 90% of the people who are in the market for a home were to suddenly stop looking.
 

I can assure you that in a matter of six months the price of this house will drop considerably. 

However, everything indicated more – and now fewer – buyers will soon be in the market for a home and law of supply and demand sets the price.
 

“As you well know, real estate has consistently increased in price. I firmly believe that in next 2 – 10 years you will be able to sell the same house for a lot more money.
 

If you go ahead, and invest in this home today, in the future you will benefit from the impending increase in price. “
 

The idea is to stay focused on handling the objection that is that I will buy it later.
 

Show them the cost of inaction.
 

So if a gets away from the direction and say man the Hockey game was interesting last night” and try to get the talks off topic, you get back in control by saying:
 

Yes, the hockey game was real fun and exciting last night and so are the benefits which go with our product or service.
 

BRINGING THE CONVERSATION FOCUS BACK TO WHAT YOU ARE SELLING.