chapter 24
Making the most of objections
In traditional sales training, salespeople are often taught to ‘overcome’ an objection. If you were buying, would you really like your objection ‘overcome’? You would surely feel more comfortable if any objection was handled sensitively and addressed sensibly. Adult to adult. That is our favoured approach.
An objection is a reservation, or concern, about some aspect of a service/product that may prevent a sale taking place. The adage here is correct – objections can be buying signals. They suggest that there is interest. Stony silence or a definite no indicates you have less chance of completing the sale! ...
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