“To object is not the same as to reject”.
In sales, objection and rejection are a daily occurrence. It’s important to remember that “no matter how great your offering is, there will be objections to it”.
So let’s learn how to handle them.
What is a sales objection?
An objection is an explicit expression from a prospect that a barrier exists between the current situation and what they need to engage your services. A prospect who will never buy from you is not thinking to object, they just want to end the conversation.
Knowing that sales objections are only offered by engaged prospects means that there is hope. So the need to develop probing techniques to uncover the source of the objection should be at the top of a sales person’s mind.
A sales objection is not a rejection; it is simply a request for more information.
– Bo Bennett
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