I Hear Not All Your Customers Are Happy — the Abe Lincoln Solution

Every problem contains within itself the seeds of its own solution. — Stanley Arnold

Every now and then you will get prospects who have heard something from a disgruntled customer, member, the rumor mill, an ex-employee or, social media or, a competing company. They will raise a question about how happy your existing customers are. As with all objections, you don’t want a protracted discussion about this; you simply want to quickly and concisely answer the concern and go back to your presentation.

Do not say: Who told you that? and expect them to glady expose their source.

Instead handle it like this…

Objection: I hear not all of your customers are happy.

Solution: Really, Bob, I’m surprised to hear you say that but anytime I hear rumors like this I remmber the words of Abrham Lincoln who so aptly said, “You can please all of the people some of the time but not all of the people all of the time.” Wouldn’t you agree?

Now think about it, they might argue with you but who is going to argue with Honest Abe? By using this well-known quote, you simply help the prospect align with a concept that most people agree is a universal truth.