It’s often referred to as objection ‘handling’ – as if you are putting out spot fires before things take a turn for the worse.
If you change your thinking – flip it around – and welcome the objection – they are no longer a threat – they are an opportunity to really hear your client.
Objections help you understand where your prospect is blocked in terms of acceptance of your offer.
Our role as sales people is to make it easy for clients to tell us their challenges so we can better understand them. The more you welcome the objections, the more trust and credibility you can build.
The opportunities:
✔It shows the prospect is engaged and wants to give you the information to help them
✔You can observe and adapt, shift their values and relieve them of their concerns.
✔ You can position yourself as the trusted advisor
? Reacting in a positive way to objections helps you offer a solution that truly serves them best. And after all isn’t that the name of the game?
My question to you…What’s one of your favourite ways to welcome objections?
What to do
Help your team by being positive about remote selling, see it as the future and not as the poor cousin
Learn more
- Sales Leadership program: for leaders covering 22 units (series of 4 at a time) guiding you through everything you need to know to run a proactive, driven, highly successful team> learn a great deal about personality types! >> chat to us
- Watch the Sales Leadership webinar recording:
Piece written by Charmaine Keegan, author of over 20 eBooks, is a sought-after guest speaker, panellist, and keynote. She is a Certified Trainer Extended Disc System, of Situational Leadership, of NLP (how we operate), Hypnotherapy (unconscious communication) and Timeline Therapy (recognising your beliefs about sales and money – and recognising that of your customer). She has studied the psychology of human behaviour and is considered an absolute authority and true expert on sales techniques. She has ‘walked the walk‘ so her content, programs and key notes are highly practical and focused on results.
