Two ideas on effective objection handling that might help your team.
1st idea – Objections can occur at any time. In the old days, we defined the steps of a sales call as 1st Present, 2nd Handle objections, and 3rd Close. We were taught to treat objections as a specific step in the process. But an objection can occur at any time.
2nd idea – Objections are not necessarily negative. There are two types of objections. The first is your buyer saying “I don’t want to buy from you, but really don’t want to tell you no.” They’ll keep throwing different objections at you to try to get you to give up.
The second type of objection is positive. Your buyer is really signaling they’re ready to buy by asking how to make your solution fit or figure out how they can make this work for them.”
It’s important for your team to understand objections aren’t just a boxing match where you have to punch the customer back with a strong response to any objection given.
Think this could be a productive conversation to have with your team at your next sales meeting?
Today’s video discusses these two types of objections, and how the more persuasive your objection-handling skills are, the more you’re likely to sell!