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Why objections are a good thing!

Submitted by Mitch Seigel on Tues, 01/19/2016

When you are in the sales process with prospective clients it is always advised to draw all objections from your client. This may sound exactly opposite of what you may do, or have done for years. At the same time, it is quite true that this actually speeds up the sales process.

If you are not hearing objections from your prospect, it is usually because they are holding them inside and not letting you know the real reasons why they are against the decision to buy.

The sales process takes your client through the sales cycle, and each time you go around the cycle you need to re-approach the objections standing in the way of the close. Reducing the number of objections increases the percent to close. Of course if you can eliminate all the objections you will have the sale. If you reduce the number of objections to a couple, you can compare the objections against all the benefits of moving ahead with the decision to buy.

As a salesperson you will anticipate any and all objections that may come up against buying your products or services. If you are a good salesperson and prepared for these objections, you will have several responses to those objections as well. Objections are a good thing for most salespeople because they are very comfortable overcoming them with real solutions that will benefit their clients. If you do not have this comfort, there is work that needs to be done to get you to that comfort zone. Believe me, when you reach that level, you will welcome objections and consider them as a good thing too!

What are your challenges when it comes to overcoming objections? I look forward to hearing your comments. Until next time…