The Five Most Dangerous Sales Objections – 5. It’s Old or Outdated

We live in a world of rapidly advancing technology that means new products are appearing all the time. I’ve just read about HTC Windows 7 Phone, which uses a touch screen like the Apple iPhone. Does this mean the Blackberry with its traditional keypad will never sell again? Of course not. As a Blackberry salesperson you would just need to emphasise the ease-of-use of a traditional keypad. For example, you can feel with your fingers that the keystroke has been converted. Doing this on a touch screen means you don’t get this “feedback”.

Also, to set up the keypad on a touch screen you’ve got to work through some menus, meaning you’ve got to learn some new techniques. When you explain it this way, the old-style keypad of a Blackberry sounds like the easiest option and the most sensible buying decision. So don’t let an objection about old or outdated technology stop you making a sale – just emphasise the benefits of something tried and tested.

If you find yourself struggling to deal with typical customer objections check out our free videos on how to overcome sales objections.

Mike Willshare

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