The latter of these two reasons is why you exist as a salesperson. Any reason a prospect gives for not buying your product presents a wonderful challenge for you to overcome, and by doing so, an opportunity to build credibility. As discussed in previous columns, it's essential that we ask the right questions and present the most meaningful benefits if we are to secure the trust, confidence and business from a potential customer.
Objections usually appear in three different forms.
Many times, your customer may express doubt regarding a particular product or service that you represent. Offer relevant proof that their doubt is unwarranted. Your response might be to provide results of tests conducted in your customer's home area, or to review the manufacturer's guarantee etc., and finally to check to see if this has resolved the customer's concern. Often a customer may think you may not be able to provide a feature or benefit that you know you can provide. Often a customer may think you may not be able to provide a feature or benefit that you know you can provide.