Handling Objections – Blog Post #7

At times in sales conversations, the prospect doesn’t want your services no matter what you do. It has happened to everybody, and it will certainly continue to happen. What’s important is how you handle objections. When faced with an objection, or a straight-up “no” it is important that you acknowledge that and be respectful. Prospects will notice that even if they don’t buy your product, you will still have a good reputation with them. When you start to feel like the prospect is not buying into what you are selling, it is best to try and go for the no. This means telling the prospect that you don’t think that this will be a good fit for both of you. This at times catches the prospect off guard but at the same time, it shows that you don’t want to waste either of each other’s time. This tactic is proven effective as long as you know for a fact that this isn’t going to work out because the last thing you want to do is go for no too early, which can jeopardize the sale. Sometimes the objection is not a straight-up no but rather they aren’t sure on a couple of things. If this is the case, it is best to dig deeper and ask good questions to get to the real reason why they have objections. If you don’t do this, they may never tell you their true problems and you will never be able to help them. Sometimes getting objections is better because it can help you become a better salesperson and being able to recover from an objection separates the good salespeople from the great ones. In the end, there are always going to be objections, what matters is how you deal with those bumps in the road and work on figuring out the prospect’s true needs.