In a recent post we discussed the difference between “Objections” and “Conditions” in the selling process. Basically, an objection signifies a lack of perceived value compared to the price. It could also be a matter of a lack of want, perceived need, desire, or motivation to make a change. In other words, if he or she really wanted the product or service, they could buy it.
A condition, on the other hand, is a lack of ability to buy. This could be for various reasons, several of which we discussed in the post.
One reader, Randy Allen, wrote the following in response:
In today’s business landscape, many conditions can be overcome if the business owner is flexible and begins to think with the end in mind. Maybe if there is an objection to price because of a condition, there could be a way of overcoming that condition. Remember the old layaway days? Why not resurrect that old idea. It worked for a lot of folks. I put my engagement and wedding rings on layaway because I was young, had no credit and didn’t have the money up front. I paid for them over a few months and then I picked them up!
If we look back in time, there were less boundaries and barriers to getting what you needed. People bartered, and traded a little too. I’m not saying this is for everyone – but the landscape is a changing and as Uncle Sam and inflation takes a bigger and bigger bite out of everyone’s pocketbook, business owners need to look at new (possibly old) and innovative ways to overcome some of these conditions!
Randy, thank you for sharing your great thoughts! Semantically speaking, a condition is something that cannot be overcome (as opposed to an objection which tends to be more a question of priorities).
What you did in your excellent example above is found a very creative way to move something from what may have been thought of as a condition to something that is no longer such. If by doing that you are now able to help the person buy, that’s awesome.
So, most valued community of readers and commenters: have you ever found a way – or seen someone else find a way – to overcome what seemed to be a condition and turned it into a workable situation? Please feel free to share.