Overcoming Objections with Word Tracks

These objections often mean that the customer is still in the gathering information phase. The goal is to engage them in conversation while making it clear that you are here to help them with their research, not pressure them into a decision. This will bring down their walls to open up to you.

Yes Sir/Ma'am, I completely understand you want to gather all the details before making a decision. We can compare prices, sizes, and features to make sure when you're ready, you'll know exactly which one that fits your needs best. Does that sound good with you? Now, what exactly will you be using this shed for?

Certainly, Mr./Ms. Yoder, I will give you all the information you need so you can make the best decision for yourself! The good news is you’re already on the right path by visiting us. Now, what exactly will you be using this shed for?

I completely understand! The process of finding the right shed can be overwhelming. We have a great selection, and I can help guide you to the best options for your needs. Follow me inside, and I’ll ask a few quick questions so we can narrow down the best fit for you! (Turn and walk towards the showroom)

Yes Sir/Ma'am, I understand completely! Most of our customers like to compare different options and gather some prices before they make a decision. While we do see some buy on their initial visit, I understand some need more time to digest everything. Now, what’s the most important feature you're looking for in your new shed?

That's great to hear, thanks for stopping by our location first to look. We have been in business for 26 years. How did you hear about us? 

that's great, Mr./Ms. Smith! I’ve been helping people with their shed purchases for the last 5 years. I’ll be here whenever you're ready to move forward—today, tomorrow, or next week. Now, I know my inventory well. Were you thinking about a garden shed, storage shed, or perhaps a larger work area?

Note: This approach plants the seed for a future decision—once you’ve guided them through the selection, you can revisit this during the closing stage.

Price objections are common in any sales process. The key here is to address the customer’s need for value and transparency while maintaining the integrity of your pricing approach.

I’m so glad you asked! We believe in offering the best price up front. That’s why we have all of our sheds marked with their prices so you have a more enjoyable experience without the haggling. Does that make sense? 

Customer: "Does that mean the prices are non-negotiable?"

Well, depending on the shed and any special offers, there may be additional savings for you. But some of our sheds have been priced so competitively that the price is set. Our customers love not having to deal with the games. Did you notice this shed has extra-wide doors and built-in shelving?

Absolutely, Mr./Ms. Jones! It’s important to feel confident that you’re not overpaying. If I couldn’t give you the absolute best deal on the shed you’re interested in, I would never expect you to buy it from us. Now, I know my inventory really well. Were we looking at a smaller garden shed or something larger for storage?

You're asking all the right questions! Is price the only deciding factor for you? If that's the case, let me give you a couple options to consider. Does this sound good? 

Yes Sir/Ma'am, I know you want to get the best deal possible! I’ve been helping people with their shed purchases for over 8 years, and I rely on repeat customers and referrals so let me ask you a few questions and find what shed fits you best and I will tell you what is included in our lowest price!

I apologize if I wasn’t clear earlier, Mr./Ms. Smith. We price our sheds based on market research and fair value. We don’t play pricing games here. The price you see is what you’ll pay, and we’re confident it’s the best value in the area. Does that make sense?

Customer: "Does that mean the prices are non-negotiable?"

Well, depending on the specific shed, there might be a little wiggle room, but generally speaking, we price our sheds fairly from the start. Some of our most popular models have been priced so well that we don’t need to negotiate. Our customers love the straightforward approach.

Customer: "How do you decide what is a fair price?"

Great question! We use a pricing system that compares the sheds we offer to similar models in the area. We also factor in the shed’s condition, features, and how long it’s been in stock. That way, we can make sure we’re giving you the best value.

Absolutely, Mr./Ms. Smith! But let me ask you, aside from price, is there anything else holding you back from buying this shed today?

This is a great way to uncover any other objections the customer may have that haven’t been expressed yet.

Certainly, Mr./Ms. Clark! I’m on your side and want you to get the best deal possible so you refer your friends and family. Now, if we’re able to agree on the price today, are you ready to have this shed scheduled for delivery?

This helps you gauge whether the customer is ready to make a purchase or if there’s still more work to do before closing.

We do have that other option that was $500 less would you like to purchase that one? Customer: "Well, no because I need the bigger space with the loft"
Okay, I understand, well you would expect to pay more for a bigger building, right? and wouldn't you say the extra $500 to get the bigger shed with the loft would give you that peace of mind? I saw the way you got excited when I showed you that and I know it's important to you. If you don't have the cash at this time, lets explore some of our financing options with low monthly payment. Sound good to you? 

This is a common objection when a significant other’s opinion is part of the decision-making process, and they aren't there to make a decision together. 

Of course, Mr/Mrs Jacobs, I want you and your spouse to be on the same page with this decision! I can step outside while you give them a call.  

Response #2I understand, when would be a good time later today for you guys to come back together so I can make sure she gets the same experience and information? (BOOK THE FOLLOW UP APPOINTMENT ON THE SPOT. DO NOT LET THEM LEAVE WITH NO APPOINTMENT)

Response #3Mr. Jones, I know you mentioned that you and Mrs. Jones had shopped around last year and have been thinking about this for a while now. I know you mentioned she loves this color and style and when we discussed monthly payment, you agreed that it was doable for you. I am sure Mrs. Jones would be thrilled if you checked this off the honey-to-do- list and surprised her with this being delivered! Wouldn't you agree!? Let me help you get that set up! All we ask is you take a photo of her reaction and post it to your google review!