by Frank Ergas
(Santa Rosa, CA)
"I don't want to use my credit card."
not sure I can be of much help. I sold mainly B2B and rarely sold for credit card payment.
Is credit card the only way you can accept payment?
If not, my knee jerk response would be "OK, then how do you want to pay?"
If credit card is the only option maybe some empathy using the agreement frame. "I can appreciate that you do not want to take on any debt in this economic climate and I'm also wondering how you can turn down such a wonderful offer that will ultimately save you money" (or whatever value you offer)
Like most objections that get raised you need to keep the conversation going. Find out what's really behind the objection and go back to building the value of your offer.
I'm not sure how much help this will be.
Good luck, Greg