One of the main fears of any negotiator is that objections appear in the negotiation. This is due to the risk that they may lead to disagreement at any time.
To have an objection is to refuse to accept something, and it is usually presented with arguments. The truth is that you will get the objections you deserve and the best method for avoiding them is to not provoke them. But do not forget that if you express an objection as a customer, it means that you are interested!
Some examples of common objections:
- ‘I only have 1o minutes’.
- ‘I have been waiting for your visit for two years’.
- ‘How many more questions do you have?’
- ‘That is not what I told you’.
- ‘Your offer is disproportionate’.
- ‘This looks very complicated to me’.
- ‘You should demonstrate that’.
- ‘this is not what you told me’.
The seven stages for properly responding to objections in a negotiation are as follows:
- Value: ‘I understand your point of view. It is important to pay a fair price’.
- Question: ‘Very expensive? What do you mean by that, exactly?’
- Reformulate: ‘If I understand you correctly, you currently have a ZMX proposal 15% cheaper than our own’.
- Isolate: ‘Is this your only issue?’
- Induce: ‘If we could make the offer 15% cheaper, would you accept?’
- Explain: ‘The price is different because transportation is included if you request small amounts from us to get more liquidity. I think this is important’.
- Conclude: ‘To satisfy this interest, I propose a first delivery…and a second’.