How Do You Handle Objections?

One of the greatest fears of the untrained salesperson is hearing objections or concerns after they’ve given their all in the presentation step of the sales process. That’s simply because they do not yet understand the tremendous help objections can be to closing sales.

There are two kinds of objections: minor and major.

• Minor objections are nothing more than a defense mechanism. Your customer probably just wants to slow down the sales process a bit. He or she may just want a few more moments to consider all the facts and figures you’re providing. Handled properly, minor objections tend to fade away and your presentation can continue.

“Objections are an opportunity to learn a customer’s issues and fill in the gaps. Without this knowledge, how can you determine if you are on the right path.”

• Major objections are something you cannot overcome. For example, if your prospect just doesn’t have enough money to make the purchase, it’s impossible for him or her to become a client. When you encounter a major objection (and it truly is a major objection), it’s time to disengage. Be courteous and don’t brush off the prospect, but at this point, it’s time to move on.