I prefer to see the product in person before buying

Underlying Concerns:

• The prospect may feel that seeing the product in person is the best way to assess its quality, size, or functionality, especially if they’re used to evaluating products firsthand.
• They might be concerned about spending money on something they haven’t physically examined, fearing it might not meet their expectations.
• The prospect likely needs reassurance that your company offers options to help them evaluate the product before making a final decision.
• They want confidence that they’ll have a clear understanding of what they’re getting, without surprises.

How to Tackle the Objection:

1. Acknowledge their desire to see the product firsthand: Show empathy by recognizing that many customers feel more comfortable when they can physically inspect a product before buying.
2. Offer options for in-person demos or viewing: If feasible, suggest visiting a showroom, office, or event where they can see the product in person, or arrange a product demonstration at their location.
3. Suggest a trial or return option: Reassure them that they can try out the product for a limited period or that it comes with a flexible return policy in case it doesn’t meet their expectations.
4. Provide a virtual alternative if in-person is not possible: If they’re unable to see the product in person, offer a video demo, high-quality images, or a virtual walkthrough to give them as much clarity as possible.

Sample Script (Detailed and Simple Language):

Prospect: "I prefer to see the product in person before buying."

You: "I completely understand, [Prospect’s Name]. Seeing the product in person can really help when it comes to evaluating quality and fit, especially for something important to your business."

• "If it’s convenient for you, we can arrange for an in-person demonstration at our nearest showroom, or we can even bring a sample to your location, depending on availability. This way, you can inspect it firsthand and get a feel for the quality and functionality."

• "Alternatively, we offer a trial period for certain products, where you can try it out in your own space. If it doesn’t meet your expectations, you can return it, no hassle. Our goal is to make sure you’re comfortable with your decision."

• "If visiting isn’t feasible, we also have detailed video demos and high-quality images available, and I’d be happy to walk you through the features over a call or virtual meeting. Would one of these options work for you?"

Probing Questions to Engage the Prospect:

• "Is there a specific aspect of the product you’d like to inspect in person? We can focus on making sure you get clarity on those details."
• "Would a trial period help you get comfortable with the product before fully committing?"
• "If an in-person demo isn’t possible, would a video demonstration be a good alternative for you?"

Call to Action:

Offer to set up an in-person demo, trial period, or video demonstration to help the prospect evaluate the product thoroughly before making a purchase.

Example:
"Let’s arrange a product demo or trial period so you can experience the product firsthand. If that’s not feasible, I can provide a video walkthrough to ensure you’re comfortable with it. Does that sound good?"

Key Points to Emphasize:

1. In-Person Viewing Options: Reassure them that seeing the product in person is an option, either at a showroom, event, or through a demonstration at their location.

2. Trial Period or Return Policy: Highlight any trial or return options that allow them to try the product in their own environment, giving them flexibility and peace of mind.

3. Virtual Demonstration as an Alternative: Offer a video demo, detailed photos, or virtual walkthrough if an in-person demo isn’t possible, allowing them to see the product’s features and functionality clearly.

4. Focus on Customer Comfort and Satisfaction: Emphasize your commitment to helping them feel confident in their purchase decision by making the evaluation process as smooth as possible.