What is an example of a source objection?

A source objection occurs when a buyer expresses hesitation or resistance based on their perceptions or experiences related to the brand or seller. In this instance, a negative past experience with the brand indicates that the buyer has formed an opinion based on prior interactions or reputation, which leads to questioning the value or reliability of the current offering.

This type of objection is particularly significant because it acknowledges the importance of trust and credibility in sales. Addressing a source objection often requires the salesperson to engage in a dialogue about the buyer's previous experiences, provide reassurances about improvements or changes, or share testimonials or case studies that can rebuild confidence in the brand.

Choosing this option highlights the relational aspect of selling, where understanding a customer's history influences their willingness to engage with a product or service. Other options, while valid concerns, do not specifically stem from the relationship with the seller or brand. For instance, price concerns relate to budget considerations, need for information pertains to understanding the product, and disinterest reflects a lack of perceived value, rather than past experiences with the brand itself.