Most sales reps see objections as only negative and take them as signs of their buyer’s rejection. But customer objections are not necessarily a sign of rejection and could even enhance your opportunities to win their business.
All objections are a sign of resistance. Resistance to your offer, resistance to your prices, or even resistance to your selling approach. The key now is how to view and address this buyer resistance…and even turn it into an order.
There are two types of buyer objections. The first objection is your buyer trying to tell you “I don’t want to buy from you but can’t tell you no.” They don’t want to say no, so they’re looking for excuses to tell you the reasons they can’t say yes. This negative objection is likely a sign they don’t want to buy.
The second type of objection is when a buyer, through their objection, asks “Help me make this work for me.” This is when an objection is definitely a positive. If you’re selling cars, a buyer stating “I don’t think this will fit in our garage” is a sign they’re trying to make this car fit in their garage…because they’re trying to make this decision work for them.
What can you, as their sales leader, do to help your team better understand how to persuasively handle objections…and to see the positives in their buyers’ complaints and concerns? Join me as I share some ideas that can help your team turn their objections into positives…so they can sell even more!