Handling Objections
It’s the moment that many sales people dread. You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she
does not want to do what you’ve asked him or her to do.
During all the interaction before this, the customer and you have been on the same wavelength. You’ve found something you have in common, and you’ve jointly uncovered and analyzed some pain. Now, however, the nature of the interaction has changed. From a cooperative, give and take atmosphere, a hint of conflict now appears.
You want him to do something, and he doesn’t want to do it.
It’s an objection.
What do you do?
Here are three keys to effectively handling the objection.
One: Preparation.
