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Friday, August 7, 2009
Preparing for Objections

You can prepare for objections.

Professional salespeople understand that objections in the prospecting process are common. They expect them and learn how to respond to them.

What does it mean to prepare for objections?

It means knowing that the opposite of risk is regret.

It means knowing that objections don’t mean no.

It means knowing that appointments may follow.

The opposite of risk is regret.
There is a level of risk in contacting people you don’t know—because you may get rejected. But if you don’t, you will regret the fact you didn’t try. The regret of not doing is greater than the risk of doing.

Objections don’t mean no.
Generally, when people give you objections when prospecting, it doesn’t mean no. It usually means, “Before I will agree to meet with you I need to know more.”

Appointments may follow rejection.
People are willing to listen to new ideas and information once they understand how it will benefit them. Until they do, they offer objections. Overcome the objection and gain the appointment.

Remember what Thomas Edison and Elbert Hubbard have said about failure:

There’s a way to do it better . . . Find it.
Thomas A. Edison

There is no failure, except in no longer trying.
Elbert Hubbard

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


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