Like it or not, you’re going to get objections. While they’re not always “our best friend” as some of the old time trainers say, there are some positives to objections.
- They reveal the customer’s interests and concerns.
- They present a good opportunity for you to ask questions about his concerns.
- They show that the customer is actively involved and interested.
- They give you an opportunity to sweep away potential roadblocks to winning the business.
Most salespeople wilt under the pressure that they feel when they get objections. They try to oversell and, in so doing, you create a more defensive prospect than you had before. Your ability to deal with objections successfully can improve communication and trust with the prospect, and ultimately win more business for you. Having a procedure for handling objections makes the job easier. Here’s a process that works.
Self-Study Assignment:
List several of the most common objections you receive (“your price is too high”…“your service is too slow”…etc.) and practice handling these objections using the above formula.