Chapter 10
Overcoming Objections
IN THIS CHAPTER
Distinguishing real objections from noise
Handling bias
Addressing objections late in the sales cycle
Discovering when and how you should walk away from a deal
In this chapter, I examine ways to deal with objections, both serious and time-wasting ones. By objection, I mean anything that your prospect tells you is a reason for not buying your solution or for delaying a decision. It can be as simple as he doesn’t like the color of the filing cabinet or as complex as he doesn’t believe that it will fulfill his needs.
Your role as a new business salesperson is not necessarily to solve all the objections you receive but to demonstrate how your solution meets the needs, to address complex objections, and to work around simple objections, such as convincing your prospect that the color doesn’t matter.
In overcoming objections, a lot of your success comes from your professional approach. Don’t be fazed by objections; they are just part of the ...
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