SALES OBJECTIONS, SALES OBJECTIONS EVERYWHERE
According to the Sales Career Training Institute's ongoing surveys regarding sales objections,
rejection by prospects
is the number one fear - and therefore, the number one de-motivator - of salespeople across all industries.
And typically, most salespeople see objections as the beginning of the end.
Again, it will take some practice, but you must start thinking of
objections as positive signals.
This online education module sponsored by the Sales Career Training Institute covers the basics of a wide variety of sales strategies, tactics and techniques.
To find out now about more advanced sales strategies for
check out the newly revised version of the book,
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.
To check out excerpts from introduction of the newly revised version of the book, FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs, subscribe to
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You Should Welcome Sales Objections
Think of it this way:
1) Objections are either an indication that the prospect is truly not interested, in which case, you save valuable time. The quicker you get to the objections - and determine that they are valid and that you cannot overcome them with your product or service, the quicker you can move on and spend your time prospecting elsewhere; or
2) Objections are simply a stalling technique by the prospect because they are still unsure that they want to buy your product - or by the product from you. In this case, you should look at the objection as an opportunity to engage the prospect - and start building rapport.
More on this topic can be found in the newly revised book,