Selling Wine

by Frank Ergas
(Santa Rosa, CA)

"I don't want to use my credit card."

Answer

Hi Frank,
not sure I can be of much help. I sold mainly B2B and rarely sold for credit card payment.

Is credit card the only way you can accept payment?
If not, my knee jerk response would be "OK, then how do you want to pay?"

If credit card is the only option maybe some empathy using the agreement frame. "I can appreciate that you do not want to take on any debt in this economic climate and I'm also wondering how you can turn down such a wonderful offer that will ultimately save you money" (or whatever value you offer)

Like most objections that get raised you need to keep the conversation going. Find out what's really behind the objection and go back to building the value of your offer.

I'm not sure how much help this will be.

Good luck, Greg

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Nov 29, 2011
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starstarstarstarstar 		Overcoming don't want to use my Credit Card
by: Anonymous

Here is something that I use. Ask another discovery question to find out what the objection to using the card is. Are they worried about security of their information or are they worried about adding debt?

Until you know why they don't want to use their card you don't know what you are really trying to overcome.
Oct 10, 2011
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starstarstarstarstar 		Handling Credit Card Objections
by: Nathaniel

I used to work in phone sales many a year ago and this is how I used to handle the "I don't want to use my credit card" objection,

"I can understand how you feel about using your credit card as I myself only give out my credit card information to legit companies that I know are safe...The company I work for has been in business now for .... years and many of our customers use their credit card with us with no problems at all, and beside, if we were any anyway dodgy we wouldn't still be in business would we?, the law would of shut us down a long time ago!!
And just for that extra peace of mind, you should know that most major banks will refund money where credit card fraud is involved, so now that i have given you the peace of mind you were after,which card did you want to use today? (Hope that helps)
Apr 17, 2010
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starstarstarstarstar 		OPTIONS INSTEAD OF OBJECTIONS
by: JOSE BORDOY

IN REGARD TO YOU COMMENT I JUST WANT TO SAY THAT I ONCE HEARD AND SOMEHOW I FOUND IT TO BE TRUE, THAT THERE IS NOT SUCHA A THING AS AN OBJECTION WHEN THERE EXISTS INTEREST IN THE GOOD OR SERVICE BEING OFFERED. WHAT A CLIENT REALLY NEEDS ARE OPTIONS. WHEN GOOD OPTIONS ARE PROVIDED IT IS A LOT EASIER TO GET THE SALE CLOSED. HOPE MY ENGLISH IS GOOD ENOUGH TO GET MY IDEA THRU, FOR SPANISH IS MY NATIVE TONGE.

Answer
Options are good as log as you are careful not to offer too many as this can tend to confuse the prospect.

Greg

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