If you’re a service tech or a salesperson, then you’ve heard the dreaded, “I need to get 3 bids” sales objection. What you may not know is just how awesome this is for you!
No, I’m not kidding. The “I need to get 3 bids” sales objection may be one of the greatest gifts your client will ever give you! You just need to know how service techs are using this sales objection to their advantage. By the way, never separate the client from the human experience. They’re still people and react the same way you do.
Finding The Source Of Apprehension
When a client voices this objection, it’s apparent they’re apprehensive. It’s important for you, as the tech, to get to the center of what’s causing the apprehension. Understanding that your client won’t often tell you their entire rationale for objecting helps you because what they’re hiding is what will close the sale.
The Client’s Inside Voice vs. Outside Voice
- Client Outside Voice: “Ok, Mr. Service Tech, I just want to let you know right up front, that I never do business with anyone until I’ve gotten three bids.”
- Client Inside Voice: “I know it’s a good idea to get more than one bid, but I never do that when I like the salesperson and they do a good job building value. I just say this in the beginning because most salespeople will do a bad job after I say this, and then I don’t feel bad giving you a sales objection.”
What are the takeaways here?
When the client objects early, it’s a clear message that tells you what you need to know. When faced with an objection, most service techs and salespeople will get a bad attitude. You should still do an amazing presentation because they may still buy!
How To Close The Sale After The Objection
In this section, we’re going to unpack this objection and the responses needed to eliminate any apprehension during the close of the call.
Uncovering The Cause Of The Objection
Once a client tells you they need 3 bids, it’s time for you to understand what’s really causing their apprehension. Ask them the determining factor they’ll use to make their final choice. Often, they’ll tell you they’re going to pick the lowest price.
Here’s where you build your value. Ask them if they care about the quality of the installation, the service after the sale and any guarantees and warranties they’ll receive. Drawing attention to the fact that price involves more than just the product can help you build value.
After all, what most homeowners want is a great value. They want the most for their money. Your service, customer commitment and top-quality products make you the most valuable choice. It’s up to you to get your client to understand that.
Transition To What The Client Gets For A Low Price
While a client can possibly get a service cheaper elsewhere, it’s up to you to convince them that they won’t get a better service. It’s up to you to prove that your professionalism, guarantees and quality of work combine to make your service the best value.
You may need to tie in more value than what has been given in the example here. That’s easy to do — just tie in the value builders once again by combining the skills you have from facing other objections.
Putting These Skills To Use
Did you know that the absolute best way to learn is to practice a new technique in the presence of experts that can give you instant feedback? When you practice in the presence of experts, you get the following benefits:
- Clear direction and instruction
- Confidence from practice
- Instant feedback
- Training that comes alive in the moments you need it most – the field
To learn more about what it takes to be successful in the ever-changing home services industry, you need Service Excellence. If you’re interested in these benefits and more, attend our next PRESS PLAY Training Series for Sales or Techs. At Service Excellence, we IGNITE THE POWER WITHIN!
