Why “overcoming” objections is wrong… and how to do it right!
I talk to a lot of sales people, and one thing I have learned is, as soon as someone finds out you are a sales coach the conversation inevitably turns to one topic: How do I overcome objections? Young or old, green or experienced it is a never fail inevitability for the conversation. One [...]
Are You Aware of Hidden Objections?
A few years ago, I went to a pizza restaurant and suffered sub-standard service, waiting for up to an hour for my order and eating an average standard meal when it arrived. I did not complain and I was enjoyed the company that I had – I reasoning that getting angry and complaining would [...]
Getting Through the Smokescreen
Objections are a fact of life for all salespeople. And anyone who’s sold for a while knows that objections come in two major varieties:
“Real” objections – where the question or issue the client raises really is what they are concerned about.
“Smokescreen” objections – where the objection raised is a cover to a deeper concern the [...]
A Sales Evangelist’s Greatest Objection – Fear of the Unknown
One day people will stop trying to apply standard rules to circumstances and educate sales people to be agile. Actually, who am I trying to kid; people want nice tidy packages and when you can generally say that a rule applies to every situation, it provides a sense of security. No matter how false, at [...]
Be objective about objections!
When you ask reps what they hate most and what they would like covered in training programs, overcoming objections usually is one of the top three things on the list. It is one of those things built into the mythology of sales that takes on a larger than life place in the process. Well I [...]
Customer Objections: How to Handle Them with Ease
Hearing customers’ objections is a day-to-day occurrence for many salespeople. No matter how refined your sales approach, customers will still express concerns (objections) that can act as an obstruction to the closing of the sale. The wildly successful salesperson understands how to handle these objections so…
Objections… within the Enterprise Selling Environment
A curious word, ‘objection’, the noun that is used to express opposition… and it is a word that is often used in at least two professions that immediately spring to mind. I can see a court room drama where one lawyer is standing up questioning the witness and all of a sudden the other lawyer, [...]
Anticipating Objections
The account manager stood across from my desk and held out his latest written presentation.
“Take a look at this and let me know what you think,” he said.
I looked it over. What I was looking at was a typical presentation. Nothing too interesting about it and nothing too objectionable, either. While searching for thoughts to [...]
