Handling objections effectively is often the hardest thing a salesperson will have to do.
What they often don’t realize is that an objecting customer is a good thing — it means the customer is interested enough in his solution to talk about it. An objecting customer is handing something to you on a silver platter, an opportunity for a “precious moment,” a chance to differentiate yourself as a sales superstar. In order to gain the customer’s trust and to proceed hand-in-hand toward a win-win solution, the salesperson needs to be prepared to “vaporize” any objections. Here are some simple steps … Read the rest