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Handling Objections
12 Most Commonly Heard Objections
Let’s talk about objection handling today. We’re going to move fast but you can get a copy of my 12 Most Commonly Heard Objections by going to www.terryethompson.net
One of the most common mistakes you are probably making is that you don’t have a philosophy regarding objections, and objection handling.
You have to have a set of principles you believe in and follow otherwise, you’ll be all over the place and not ever become very good at handling objections. Not solving this particular problem will affect your confidence and lower your odds of closing business today and moving forward
Ineffective sales people principles around objection handling typically sounds like this, they try to manage their objections by avoiding them or steering their prospects away from ever bring up their objections.
Effective sales people principles around objection handling typically sounds like this, they welcome and anticipate objections, and the earlier in the sales-process, they hear the objection the better.
Responding to objections directly and confirming that you have answered the objection satisfactorily, is critical before moving on.
Here’s my definition….
Objection handling is the ability to apply your principles to the objections you receive, resulting in a profitable, quality, productive long-term relationship with your new customer.
Let me say that again. Objection handling is the ability to apply your principles to the objections you receive, resulting in a profitable, quality, productive long-term relationship with your new customer.
As long as you have rapport with the person, an objection is a question by the prospect that they need to be answered before they can buy from you. So, don’t get in their way of buying from you by avoiding or not answering the objection.
Anticipate objections by asking if there might be an issue. Remember there are only 12.5 objections when you net everything out.
So, here are the objections & responses you should begin practicing now and commit to memory. (View these objections from the point of view, you want to set a face to face meeting). Always ask for the appointment after your response. Can’t stress enough to keep asking for the meeting.
SHOW NOTES AND LINKS
Free 30-Day Trial at www.audibletrial.com/Terry
View all episodes
By Terry E Thompson
12 Most Commonly Heard Objections
Let’s talk about objection handling today. We’re going to move fast but you can get a copy of my 12 Most Commonly Heard Objections by going to www.terryethompson.net
One of the most common mistakes you are probably making is that you don’t have a philosophy regarding objections, and objection handling.
You have to have a set of principles you believe in and follow otherwise, you’ll be all over the place and not ever become very good at handling objections. Not solving this particular problem will affect your confidence and lower your odds of closing business today and moving forward
Ineffective sales people principles around objection handling typically sounds like this, they try to manage their objections by avoiding them or steering their prospects away from ever bring up their objections.
Effective sales people principles around objection handling typically sounds like this, they welcome and anticipate objections, and the earlier in the sales-process, they hear the objection the better.
Responding to objections directly and confirming that you have answered the objection satisfactorily, is critical before moving on.
Here’s my definition….
Objection handling is the ability to apply your principles to the objections you receive, resulting in a profitable, quality, productive long-term relationship with your new customer.
Let me say that again. Objection handling is the ability to apply your principles to the objections you receive, resulting in a profitable, quality, productive long-term relationship with your new customer.
As long as you have rapport with the person, an objection is a question by the prospect that they need to be answered before they can buy from you. So, don’t get in their way of buying from you by avoiding or not answering the objection.
Anticipate objections by asking if there might be an issue. Remember there are only 12.5 objections when you net everything out.
So, here are the objections & responses you should begin practicing now and commit to memory. (View these objections from the point of view, you want to set a face to face meeting). Always ask for the appointment after your response. Can’t stress enough to keep asking for the meeting.
SHOW NOTES AND LINKS
Free 30-Day Trial at www.audibletrial.com/Terry