There are a diverse number of approaches to the selling interview. The approach you select will be determined by your attitude, your relationship with the prospect, their maturity, expertise and experience level, and your own objectives. This summary will enable you to ascertain whether or not you have covered all of the ground necessary to consummate negotiations. At this point, you will either get the engagement or an objection. Handling Objections Handling objections is the fifth step in the strategic selling process.
Overcoming objections is mandatory for success in selling.
Objections are statements, comments, requests for information, or inaccurate statements by the prospect which need clarification. It is a dramatic form of miscommunication between buyer and seller. Do not attempt to belittle it, or magnify it. Restate the objection before answering it. Make sure that you fully understand it.