Frequently Expressed Objections

At your trade show booth, you might encounter various objections.

 

Listed below are the most common ones, and some responses:

 

1) You are to expensive!

 

Answer: Compared to what?

 

This objection represents an opportunity for your team to learn about competitors.  If the person presenting the objection did their homework, then they will let you in on some products and offerings your competitor has.  Other times, the objection has no merit and is simply a way for somebody to make an escape.  In both cases, argue the point that your company provides value considering a certain need will be filled.

 

2) Have to check with the boss

 

Overcome this objection by offering your prospect to take away extra work load.  In a casual manner, answer: "you know what? let me speak to your boss for you, the last thing I want to do is create extra work for you!"

 

3) Thank you very much

 

This objection is often followed by a booth visitor walking away.  Once this objective is presented, ask your prospect for their business card.  That person will walk away from your trade show booth right after, but enough information has been gathered for a follow up at a later date.

 

4) Not Interested

 

Years ago at a local convention, a lady tried to make me enter her booth by handing me a sample of her product.  When I answered "Not interested, thank you" she asked "why?"  Answering such an objection with "why?" or "how come?" challanges your prospect and is not a good way of building long term clients.  This objection presents an opportunity for trade show staff to make somebody laugh by answering "Was it something I said?"  Such a rebuttle will increase the chances of your prospect responding in a positive manner and allow your team to gather more information.