Some people insist that the true test of a salesperson is their ability to overcome objections. Many Guerrillas welcome the challenge of an objection while others dread them. The best way to overcome an objection is by being prepared.
Objections occur when there is lingering doubt or unanswered questions in the mind of the prospect.
The prospect may be favorably inclined to make a purchase but needs clarification, more concessions, or approval by another party. It is almost guaranteed you will get objections if you ve failed to established need, rapport, credibility or trust. 1. Establish mutual trust and confidence and let the prospect know that you are there to be both an advocate and a consultant. If you can establish the rapport to build a friendship, that s certainly valuable, but not essential. Listen carefully to the objection being raised.