Key Takeaways
- Objections are a normal part of the selling process and are not a personal reflection on you but rather an opportunity to learn more about how the customer is evaluating the potential purchase.
- Objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect.
- The best way to handle objections is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation.
- It’s a good idea to anticipate objections by reviewing your presentation, writing down every possible objection, and building it into your presentation.
- There are six strategies that will help you handle any objection: view the objection as a question, restate the objection before answering the objection, take a pause before responding, use testimonials and past experiences, and never argue with the customer.
- There are four major types of objections: product, source, price, and stall.
