What are two ways to handle objections and deal with delays when a prospect is comparing products or services?

Here are explanations for the two points:

• Compare products or services: This technique involves helping a customer understand how your product or service stacks up against competitors. The salesperson should highlight the advantages and disadvantages of all relevant products, including their own and those of rivals. It's crucial to never speak negatively about a competitor; instead, focus on the unique benefits and value your product offers.

  • Example: "While competitor X's phone has a similar camera, our model offers a significantly longer battery life and is water-resistant, which might be important for your active lifestyle."

• Show the prospect what delay could cost: This means demonstrating to the customer what they might lose or miss out on if they postpone their purchase. This creates a sense of urgency and encourages them to buy sooner rather than later.

  • Example: "If you decide to wait until next month, you'll miss out on our current 25% discount, which means the product will cost you more."