Objections: Your Key to Success

Have you ever presented your product or service only to be met by absolute disinterest?

Perhaps your prospect was so disengaged that she didn’t even bother to give you an objection to over come. She just wandered away mentally, emotionally, or physically from the sales presentation. At that point, honey, there is nothing to do but pack your bags and move on to greener pastures!

Without objections, it is like trying to find a handle to pick up Jello! There are no handles! Move onto the potato salad!

Reframing how you look at objections will enhance your sales success. Instead of cringing when you are dished out an objection—you should be shouting “Hallelujah!” You now have something to work with! Your prospect wants your product!

An objection tells you a lot of things—first of all, your prospect is interested enough to raise an objection! What she is saying to you is, “I’m almost sold. I just want to see what happens when I give you an objection. How will you handle it? Do you deserve my sale?

If you graciously respond with a well thought out answer that is personalized for her situation, she will respect you all the more. You will have given her the confidence that you know your product and you are a worthy sales representative.

If you become defensive, make up answers, are less than genuine, she will reconsider her interest in the product, but most assuredly she will determine that she would rather give her dollars to someone else.

More importantly, the objection lets you know your prospect needs reassurance that she is making the right decision. When she raises objections, she may be asking for help to justify in her own mind (or to her husband or friends) she made the right decision.

No one wants to be ripped off. An objection is her way of asking for help so that she knows emotionally and mentally that this is best decision for her.

So next time you are faced with an objection! Celebrate! She is on your side! She just needs a little nudge to help her with her buying decision.

Smile! And don't wait too long to reach for you receipt book!