Discount Cigar Store & More

Overcoming objections is not hard. It is a simple matter of assuming the customer is going to buy and then solving their problem. In this article, I am going to give a true example of how a salesperson walked right past a sale they could have easily gotten using a some simple techniques for overcoming objections.

First, let’s set the scene for the true life example for overcoming objections.

Last Monday, which was the 31st day of August (I mention the date for a reason you will see) my wife and I decided to buy a new car and went to a dealership. The salesperson showed us three vehicles that would have been acceptable. One was the most luxurious model and we really liked it but said it was we couldn’t afford it. That left two vehicles. One of them had a bad order and we rejected it. But then…out of the blue…came the final crushing objection. My wife said that she doesn’t like the color of either of them. The salesperson tried to find other inventory in his computer and kind of lost our interest while he was lost in working the computer for a long time. Then, he brought his manager to see us. The manager was nice but also made no attempt to close us. When we left, my wife said she was disappointed that they didn’t try to sell us as she would have bought any of the three vehicles if they had made it easy for us to make the purchase. Let’s look at some of the approaches they could have taken that could have easily turned a disappointed hand shake into a sale.

It’s The Last Day Of The Month

As I mentioned, it happened to be the last day of the month. What if the salesperson had asked if we really liked the luxury model we thought was out of our budget? If we said yes, he could have said. “Look, today is the last day of the month. Our expenses for the month are all paid. Any money we make now is just gravy. Now is the time to make an offer and see if you can get the luxury model to fit in your budget. Pick a number in your heart that will make you happy and I’ll get the paperwork started.” You can also adapt this to the beginning of the month and the middle of the month, to Saturdays, evenings and mornings.

Let’s Talk About The Color

My wife didn’t like the color, but what if the salesperson had said, “I know you don’t like the color but let me ask. Is there a price that would make the color acceptable? I mean if you saved enough would you accept a color that is different than the one you were hoping for? How much would you have to save? I doubt it but let’s see if we can get it in that range. I’ll get the paperwork started.”

Let’s Talk About The Odor

One vehicle was rejected due to a string cigar odor. The salesperson just agreed with us that it was overpowering. What if he had said, “Carl, we have a great reconditioning department and we are great at odor control. In fact, we do all the police cars for the city. I am confident we can get that odor to completely disappear. I am going to write on the order that this purchase is subject to us getting the odor to you satisfaction or the purchase is null and void. I’ll’ get the paperwork started.”

The Loyalty Bonus

“Carl, normally you couldn’t get that luxury model in your price range but I see you bought your current vehicle here. I am going to try to get you a loyalty bonus that will make this vehicle affordable. I’ll get the paperwork started.”

Let’s Talk Paint

Carl, I understand that you wife dislikes the color, so I’m going to write here that the vehicle if to be repainted in the color of your choice at no additional charge. I’ll get the paperwork started”. Now this may or may not be possible but it will get the buyers to sign a contract and get the negotiations rolling.

The Coin Flip

A last ditch “Hail Mary” approach is to find out which one they are “leaning towards” and then say, “Tell you what, I’ll flip you for it. Heads you buy it, tails you walk away”. You flip a coin and you have a 50% chance.

If Your Daughter….?

“Carl, let me ask you, if your daughter was looking for a good vehicle from a good dealer and she saw the ones you saw today, what would you advise her to do?” Many customer will say, “I’d advise here to take the XXXX”

Would These Methods Work?

We have discussed seven ideas to get the sale. Would they work? They will work on some people and not on others. But we know for sure that they won’t work if they are not tried. In our true example, the salesperson and the manager failed to try and lost the sale. Be sure you have lots of ways to solve the customers’ problems and always assume that they are buying. It is easy to overcome objections if you just don’t give up and if you try to solve the customer’s problem.

Perhaps the movies are to blame. All those scenes where the powerful businessman or politician says to the ingenuous hero, “May I offer you a cigar,” then-without missing a beat-brandishes a gold-embossed cigar case. A case with no humidity controls. A case that is not a humidor.

Whatever the reason, many casual cigar smokers-and even fairly committed lovers of premium cigars-don’t realize how important it is to store your cigars in a humidor.

In fact, if you’re like many smokers, you’re asking yourself what a humidor is, and why you should use one. A humidor is, basically, a box that’s designed to maintain your cigars at a certain level of humidity (near seventy percent) and a proper temperature (seventy degrees or below) when you’re not, you know, smoking them.

Why exactly is that near-seventy-percent humidity figure so important? To answer this question, we have to remember what a cigar is-a set of cut, dried, cured, fermented, rolled-together leaves. When the cigar maker picked these leaves, allowed them to dry, and cured them, etc., it put those leaves on a process that ends in the death of the leaves, and the death of their flavor. In the open air, these leaves can easily dry out completely, and the cigar loses its taste. In a too-humid environment, on the other hand, they get moldy. Basically, the moment you purchase a cigar, you are in a war with the elements; your job is to keep the cigar’s flavor alive, while the elements (air, bacteria, etc.) want your cigar to be spoiled.

Humidity is your ally in that battle. The tobacco plant has evolved to thrive in an environment near seventy percent humidity-the condition in which you’ll most often find it in nature-and if you can replicate that humidity, your cigars are in good shape. The best humidors use Spanish cedar or Honduran mahogany to trap that moisture, and they have a hygrometer-a device that controls and allows you to monitor moisture levels.

Now that you know why you need one, here are some tips on the care and feeding of humidors. First of all, new humidors need to be “seasoned.” When you buy your humidor, before using it, wipe the interior wood with a moist cloth, then leave a small, closed container of water inside the humidor for 12 hours. After those twelve hours are up, check to see how much of the closed vial of water the humidor has “drank.” If it’s nearly empty, then repeat the process for another twenty-four hours. Repeat this process until the water stops evaporating; now the humidor is ready for your cigars!

You’ll also need to fill the hygrometer (the device controls humidity levels). Use distilled water-or a humidifying solution (the humidor should come with instructions regarding this choice). Let the excess water drip from the hygrometer into a sink, and wipe off the outside of the device. Put it in the humidor. Another option should you choose not to use a hygrometer, is a new product that many veteran keepers of the stick have turned to: Bóveda Packs. Bóveda Packs are an amazing invention. Each pack is rated for a certain humidity level, either 72%, 69% or 65%.

Simply place the correct number of Bóveda packets inside your humidor to maintain a precise relative humidity. Each Bóveda packet consists of a specially prepared saturated solution of pure water and natural salt. This saturated solution is contained within a water-vapor permeable reverse osmosis membrane. Within a closed desktop humidor Bóveda maintains a predetermined level of (RH) by releasing or absorbing purified water-vapor-as needed-through the membrane. Boveda Packs are only to be used once, they are not refillable. They become very stiff when the contents are spent. These amazing packs last around 2 months in an average humidor.

Another recommendation: don’t keep your humidor near any home appliances that tend to affect home humidity, or any places in the home where these appliances tend to be stored. These might include heaters, air conditioners, vents, fans, and windows. Keep it away, also, from sustained direct sunlight; pay attention to the way that sunlight exposure changes throughout the seasons, too, because some “safe places” in your home might be less safe during the summer, when the sun’s rays creep further in and stay longer.

And lastly, know what to do if, in spite of all your preparations, your cigars suffer an attack of tobacco beetles. This irritating species preys on tobacco and, in some cases, can bore through a humidor. First of all, remember not to let the temperature in your humidor go too high-tobacco beetles flourish at temperatures over 75 degrees. (So a tobacco-beetle infestation means you haven’t monitored that humidor carefully enough!) Take out the cigars that have been infested and keep them in your freezer for 48 hours. Refrigerate them for another day after that. Now they should be safely returnable to the humidor-which, in the meantime, should be thoroughly cleaned, checked for structural integrity, and if necessary, replaced. Spanish-cedar humidors, by the way, are slightly better for keeping these nasty beetles out in the first place.