Smallbiz Bookstore Msg. Marketing Insurance Surveys Small Biz. Starting Out Sales Mgt. Part 1 Find out why it doesn t have to be over when your prospect says no.
Objections are what stop a sale.
You ask a prospect whether he or she wants to buy your product, and the prospect says it's too expensive. Instead, when someone objects, listen carefully. Customers rarely accept the first offer in any situation especially when it comes to price. Regardless of the objection, let him or her finish before responding. Many novice salespeople hear an objection and overreact.