The Google Sales Objection
Ever wonder how we survived before Google?
We use it to compare. We use it to search. We use it to purchase. It’s a blessing. It's a curse.
It's a sales objection.
That younger buyer probably thinks, “I've got Google. What do I need you for?” With instant access to information on a handheld device, life is just a tap-tap-tap-return away.
Right?
The problem with that? Well, let me put it this way…
I am writing this blog from a rented condo south of Myrtle Beach. Allison and I both being fully remote and self-employed, decided to leave the kids behind and head to warmer weather.
Part of our plan was to play some golf.
If you are looking to play golf in the spring, there is no better place to go than Myrtle Beach. Finding a suitable course is easy. Just Google it and dozens of options pop up. Each course features beautiful green fairways, luscious water holes, and wide-open scenery.
The first course we chose looked great on Google but in reality, it is a dried-out track that looks nothing like its online persona.
And that is the problem with Google.
While the Internet has lots of options when it comes to print, they all look lush and green online. If you hear someone throw the “What do I need you for?” objection your way, go ahead and respond. Make an attempt to convince them to buy from you. When that doesn’t work (and it won’t), set a reminder on your calendar to circle back in a few weeks. Ask how it went. It’s likely they had the same reaction my wife had when she saw my choice of golf courses: “Next time, let’s not rely on Google.”
My bad.
Editor's note/Allison's words of wisdom: Next time use price as an indicator as well. The price you'd rather pay isn't always the course you'd rather play.
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Bill Farquharson can be reached at 781-934-7036 or bill@salesvault.pro
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
