No matter how good you are at selling, objections will arise. Some occur because the customer needs something that you cannot provide. They want a 12-month service contract and your company only offers one for 6 months.
It is also true that some objections occur not because of what you are selling but because of how you are selling. For example, a great way to generate objections is to jump in and starting talking about a solution before you have a comprehensive understanding of the customer’s problems.
Have you heard that objections are good because they indicate buyer interest? This is an untruth floating around in the Sales world – objections are not buying signals. They are barriers, concerns, and problems that need to be prevented and/or handled skillfully.
So let’s take a look at three best practices for dealing with objections.