Handling Objections

How about never getting sales objections in the first place? Most objections are created by salespeople. They aren’t good at finding out what the customer wants and then make presentations or offers that are objected to. It is a symptom of a weak-selling process that is rooted in traditional sales practices of… present, present, present.

When you ask your salespeople about objections…

Do they roll over at the first sign of resistance?
Do your salespeople create objections that were not there?
Do your salespeople know the difference between content and intent when it comes to objections and questions?
Do your salespeople hear what they want to hear or do they hear what the prospect is actually saying?
Do your salespeople know how to eliminate objections before they come up with the prospect?
Do your salespeople understand that most objections are actually statements that do not require answers?
Do your salespeople see objections as stumbling blocks or as opportunities?
Are the objections they hear really the problem and their answers they give really the solution?
If you recognize two or more of these problems, then you have a problem handling objections. Now that you have identified the problem, the next step is to identify the solution to address this problem.

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