Step 6 – Determine and Meet Objections

When a prospect initially objects, smile, because that is when you start earning your salary. You want to receive personal satisfaction from your job and at the same time increase your salary – right? Well, both occur when you accept objections as a challenge that, handled correctly, benefits both your prospect and you. The more effectively you meet customers’ needs and solve their problems, the more successful you will be in sales. If you fear objections, you will fumble your response, which often causes failure.

Remember, while people want to buy, they do not want to be taken advantage of. Buyers who cannot see how your offering will fulfil their needs ask questions and raise objections. If you cannot effectively answer the questions or meet the objections, you will not make the sale. It is your fault, not the buyer’s; that the sale was not made if you sincerely believe your offering fulfils a need by the prospect still will not buy. The salesperson who can overcome objections when they are raised and smoothly return to a presentation will succeed.

Interestingly, prospects who present objections often are easily sold on your product. They are interested enough to object; they want to know what you have to offer.

Opposition or resistance to information or to the salesperson’s request is labelled a sales objection. Sales objections must be welcomed because they show prospect interest and help determine what stage the prospect has reached in the buying cycle – attention, interest, desire, conviction, or readiness to close.