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Friday, May 28, 2010
Considering objections

You can consider objections as good.

Objections are a part of the selling process. Objections are the prospectís way of asking questions, clarifying a point, or gaining additional insight.

What does it mean to view objections in a positive light?

It means knowing that objections give you insight.

It means knowing that objections keep the sales process alive.

It means knowing that challenge equals reward.

Objections give you insight
When prospects voice an objection, it gives you insight as to what they are thinking. Once you know what is concerning them, you know what to address.

Objections keep the sales process alive
When you get an objection, it keeps the sales process alive. Now you have new information from the prospect and can direct or redirect the conversation and keep selling.

Challenge equals reward
In selling, we are paid for overcoming challenges. If people never gave objections and simply bought what was presented, the income opportunities would not be what they are for sales professionals.

Remember what Dr. Norman Vincent Peale and I have said about the challenge of selling:

Any fact is not as important as our attitude toward it, for that determines our success or failure.
Dr. Norman Vincent Peale

The greater the challenge, the greater the reward.
Gary OíSullivan

Gary O'Sullivan
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