When a prospect gives you an objection the natural thing to do is
react and tell them how wrong they are.
That’s what amateurs do. NOT
professional sales people.
You need to let your prospect’s objections bounce off you
like water off a wet duck.
Remember that objections are a prospect’s way of:
for more information.
get clarification on a point.
When a prospect throws an objection at you picture a couple boxers
in the ring. When one of
the boxers throws a punch that barely hits or grazes the other
boxer, the recipient feigns a response.
He looks at the other boxer with, is that all you got?
It’s very similar in sales.
You need to acknowledge the objection was thrown and
show that it hasn’t hurt you by
cushioning it and responding - with a
Your counter punch to the objection is a well prepared question.
The key is to not take the punch too hard.
You want to relax and
cushion the blow.
Objection – We’re happy with what we’re using.
Cushion – It’s always good to have a smoothly running operation.
Objection – Your price is too high.
Cushion – Price can certainly be a consideration.
– List five objections for your product, and a cushion and question
– Having your sales reps act like a
skilled boxer in the ring will give you added confidence knowing
they can “hold their own” in any situation.