Answering Common Objections

If you’re spent much time selling, you’ve no doubt heard comments like these:  “I already use someone else”;  “We don’t refer anyone”;  “All vendors are about the same”,   “Which franchise are you and how can I tell you apart?”  “We never have any claims”;   “Someone is already on the job before I can refer you”, etc.

When you hear those comments, your first tendency is to give up or react…maybe even offer a logical explanation for why the customer’s assumption may not be correct.   But you normally get much further with a strategic question or two rather than the most eloquent speech about “why we’re different”.   Chances are that those objections are simply excuses, or questions, and it’s your job to earn the customer’s trust and respect.

Have you ever stopped and written out questions to probe deeper whenever you here those types of comments?  Ever practiced your questions on anyone?  If not, maybe it’s time you start preparing to turn those conversations around.

Business By Design’s sales coaching still has a few openings in their weekly Monday morning sales call teams.   Sign up and begin working with a team of your peers across the country.  Enjoy learning together as you work with Jerry Winkley’s nearly 30 years of sales and business growth experience, not to mention the expertise of your team members.

And by the way– how about designing some questions to politely reverse the question?  Chances are your customer has never realized how similar their desire to grow their business is with yours.   Sign up for a sales team opening and get more information at www.Business-By-Design.biz.   Our job is to make sales work!