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Justification

 

Disciplines > Sales >  Objection-handling > Justification

Technique | How it works | See also

 

Technique

Rather than fight the objection, justify why it is reasonable.

Tell them how you have deliberately made what you are selling this way for a particular reason.

If they complain about price, tell them the product is built for a superior market.

If they complain about quality, tell them that this is to allow you to charge a very low price.

Examples

Yes, the car is expensive, but it is a rare import and cost a lot to bring over here.

I know it is not new, but it will give your image depth, making you look more established.

It is large, which is why most people who buy it find that visitors notice it at once.

How it works

When people object, they often are saying that what you are offering is somehow unfair or wrong. If you can subsequently show that it is fair and reasonable, then they no longer have reason to object.

See also

Appeal principle, Reframing

Sales Books

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