From the course: Sales: Handling Objections

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Sales objection four: Buyer doesn't want to change

Sales objection four: Buyer doesn't want to change

From the course: Sales: Handling Objections

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Sales objection four: Buyer doesn't want to change

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- After a series of emails and telephone calls, you've finally been able to secure an appointment with Judy Parker, who is the purchasing director for Global Dynamics. They are a company with offices located across North America and Europe. Their revenue has grown quickly to over 50 million per year but it has slowed recently as their industry has become much more competitive. Ms. Parker has agreed to give you 30 minutes to present your company's offerings. And after you finish your presentation, she politely says, thank you very much but I really don't want to make a change right now. Not wanting to make a change is a very common objection. But it could mean a variety of different things and you need to get to the bottom of it by asking more questions. Here are some reasons why the purchasing director may have given that objection along with actions you can take. She might say, with all that's going on in our…

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