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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?

It means not ignoring it.

It means not assuming anything.

It means not arguing.

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.

Donít assume
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.

Donít argue
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.
Galileo Galilei

Never make a claim you cannot back up with facts.
William T. Brooks, New Science of Selling and Persuasion

Gary O'Sullivan
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