Marketing Insurance Surveys Small Biz. Starting Out Sales Mgt. Customer s objections offer a window of opportunity for closing the sale. Maybe it s a temporary truth, such as It s more than we want to pay. But for that customer, at that time, you have to take what they say at face value.
Most salespeople cringe when the truth surfaces because it s generally in the form of an objection.
The solution to handling objections successfully is to anticipate them in advance so you can convert them into opportunities. If you do this, you ll find that hearing objections won t have such an emotional impact on you. Instead of feeling shaken, you ll feel confident that the prospect is giving you a foundation to stand on as you chip away at the problem. Keep an objection journal. You ll encounter plenty of objections in your daily meetings with customers.