Resources from Gary O'Sullivan
Your Personal Sales Trainer
Friday, June 11, 2010
Handling objections properly
You can handle objections properly.
Objections can keep the sales process moving forward when handled properly.
What does it mean to handle an objection properly?
Donít ignore it
When a prospect offers an objection, it is, at least in his or her view, a concern. Therefore, to ignore it would harm your relationship with prospect.
Once you are faced with an objection, donít always assume you understand the prospectís statement clearly. If you misunderstood the concern, you will be responding to the wrong thing. Take the time to restate the concern to ensure you understand the prospectís view.
When dealing with an objection, be extremely careful, and donít come across to prospects as if you are challenging or arguing with them. Your goal is to help give them a different view or to put their concerns at rest.
Remember what Galileo Galilei and William T. Brooks said to keep you motivated about handling objections:
You cannot teach a man anything; you can only help him discover it within himself.
Never make a claim you cannot back up with facts.
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.