I would like to be able to handle objections better, so that i can turn more objections into sales
Wouldn't we all.
First thing is to make sure you have the minimum number of objections to deal with. Sell to explicit needs, cover contentious points early in the sale, use "whiny voice" technique.
Then the best way to handle objections is to keep a log of those that you get. Group them into similar types and then come up with multiple answers to each of them. get help from fellow reps or sales manager or whatever.
Personally, I prefer sales people to train their mind to overcome objections rather than rote learn specific answers. Thats the sort of approach I take in my book on Overcoming Sales Objections
Hope this helps, Greg
Click here to post comments
Return to Like to Know - free book.