Final answer:
Salespeople should offer a lower-priced alternative, emphasize the long-term benefits, and provide a flexible payment plan when a lead cannot afford a product. It's key to reassure the potential buyer by addressing their concerns and demonstrating the product's value, rather than ending the call abruptly.
Step-by-step explanation:
If a lead says they cannot afford a product during a sales call, salespeople should consider these options:
- Offer a lower-priced alternative: Propose a more budget-friendly option that still meets the customer’s needs.
- Emphasize the long-term benefits: Help the customer understand how the product could save money or produce value in the long run.
- Provide a flexible payment plan or financing options: Make the product more accessible by spreading out the cost over time.
It is not advisable to discontinue the sales call immediately. Instead, salespeople should work to reassure the possible buyer by providing information and solutions that might help overcome the barrier of cost. Presenting testimonials, case studies, or offering a free trial are additional ways to provide reassurance about the product's value. All of these approaches can help to build trust and potentially result in a successful sale.