How to Handle the Objection “Business is Slow”

It can be discouraging – making sales call after sales call and hearing sad stories about why people are not buying now.

The words layoffs and downsizing have become all-too-familiar words in our vocabulary.

If you sell luxury products, this may be an especially difficult time for you. But if you sell items that are necessities, there are ways to motivate consumers to want to listen to what you have to say about your products.

If you stock less-expensive generic or compatible products, you have an advantage in today’s economy. You can offer a cost-saving product for people who need to cut back on spending.

The Economy

You cannot disagree with any statement regarding the sluggish economy. Anybody not living in a cave knows about bank failures, stock market meltdowns, companies going out of business and corporations in serious trouble.

Every day we hear about businesses downsizing and laying off hundreds – even thousands of employees.

Make the Objection Part of the Solution

So, what do you say to someone who tells you their company is laying off employees and this is not a good time to talk about buying anything?

Or if you hear: “Because of the economy, we aren’t buying now. Call us back in a few months.”
You can agree and answer:

“Yes, the economy is slow right now and because of that, I wanted to see if your company qualifies for our new cost-saving *Buyer’s Choice* Program with an extra bonus for qualifying by September 30th.”

[You can call your program whatever you feel is most appropriate for your products/service.]

(Who wouldn’t want to qualify for a new cost-saving program?)

Then ask a needs-based question like:

“How are your [products] purchased now?”

Or:

”Because of the current economic situation, we’re offering a new Starter-Pack to introduce our premium [products]. How many [products] do you use each month?”

Be sure to end your statement with a needs-based question so you can get the prospect involved and talking.

You can see 29 different answers to objections in my e-book  How to Win the Sale and Keep The Customer.

How do you handle the “business is slow” and “we are not buying now” objection?  Share your knowledge and experience in the Comment section below.

2 Responses to “How to Handle the Objection “Business is Slow””

1. Ken Adams says:

   March 11, 2010 at 2:13 pm

   Hi Ann,

   Always look forward to your emails.. Great advice for “Business is slow” We tell them they may qualify for our “Going green supply and service program” which saves them some green $$ on toner and on-site printer service. And we provide them with a e-waste removal and toner recycling program. works great and once were in, it really separates us from the competition.. Ken

   Reply
   • Ann Barr says:

     March 11, 2010 at 3:48 pm

     Thank you for your kind words, Ken. Your “going green” program is an excellent way to differentiate your company from competitors!

     Reply