Customer Doubt Categories Table

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Category of doubts How to find out the category Reason for doubt Answer options
With questions from the client and clarifications from your side. The client initially has many clarifying questions. The man came already having doubts. He was turning them over in his head and now he asks you questions in the hope that either you will dispel these doubts or he will become even more certain of them.
Your clarifications are needed. The client says:

- “I don’t want you to be the one consulting me.”

- "I want to know why exactly this is so."

- "I'm not sure you can help me in any belgium business email list way."

The client has a certain point of view, but you don’t understand why he thinks that way. The client came with some idea (about a product, service, company) and is one hundred percent sure that he thinks correctly. "If I were a buyer, I would also have my doubts. This was the case with most of our current clients: 90% of them were initially unsure of anything and organized sales themselves, until our offer allowed them to change everything radically."
"I'll have to spend a lot of extra time on this later." The man says so directly. He doesn't want to waste extra effort and time in the future.
“Can you explain more precisely what exactly you are afraid of?”

In response: “For such cases, we have a proposal that many have already taken advantage of…”

"I'm not sure the result will be what I want." The client says that he will not get the expected result. He had encountered something similar before, and the experience was negative (or his friends had found themselves in a similar situation).
"If I were a client, I would also have my doubts. For more confidence, read the reviews of our clients, study the results of the work."

"If I were a client, I would have my doubts too. Selling an apartment should be approached seriously, and for this you need a competent specialist. Let's meet - it won't take much time, and I'll tell you in more detail what we can do in your particular case."

Feeling disappointed. The client doesn't like what is being offered to him. He wanted to see a picture that had already been imagined, but in reality he got something different from what he expected. The most important thing here is not to put off finding out the reasons for later. Ask right away what exactly is wrong.
"Tell me what specifically you imagined differently."

"What do you think I haven't paid enough attention to, please tell me what I should change."

"I will now tell you what steps I will take to ensure that the result is exactly what you want."

Uncertainty about quality/timeliness/reliability, etc. The client actively raises these topics in conversation or asks you many questions about them. The person is clearly not sure that his choice is correct and is very afraid of making a mistake, so he needs to be encouraged and supported.
“I would have my doubts in such a situation…”

"We can do this and that to eliminate doubts."

“…Our product comes with a whole list of guarantees.”

"To make it easier for you to choose, pay attention to the following."

"I don't know what to do..." The client may say so directly or constantly seek advice from someone. Again, uncertainty in one's choice, fear of buying something not quite right. The person needs support and help to decide.
"Is there someone whose advice would be very useful to you right now?"

“Tell me more precisely, what do you doubt most?”

First of all, look at the situation through the client’s eyes – then it will be easier for you to work with his doubts and find the right counterarguments for each specific case.

3 Mistakes in Handling Customer Doubts
It often happens that the buyer's doubts are of a fictitious nature and do not correspond to the real state of affairs. A person calls a good price "cheap", what is in demand is "consumer goods" for him, and everything else is united by the phrase "Chinese can't be good". And if in such situations the manager starts to act incorrectly, nothing good will come of it. Here is what will be a mistake: