10 Truths About Sales Training: TRUTH #8 – Eliminate the fear factor of answering objections!

I love watching and critiquing salespeople handling objections in the field and role-playing while being recorded.  The good ones go right to the answer immediately, without hesitation and end up defending it while being cornered by the customer.  Why do we fear objections?  Don’t we ask the customers questions?  Why can’t they?  Just what are objections?  They’re opportunities that lead to buying signals, which means you go for a trial close.  When you create this positive mind set, you welcome objections, anticipate them and even come to expect them.  I get the same objections over and over.  How about you?  Do you use an objection handling method or technique to develop best practice responses, document in a log book and distribute to all salespeople?  Shame on you if you don’t!  Sales Leaders, sounds like a good topic for your next sales meeting:  Develop best practice responses to your most frequent objections, especially the one on price.  Eliminate this “fear factor” once and for all and be ready to close!