Posts Tagged ‘objection handling’
Are Objections Harming My Business? Part 2
Yesterday we examined a couple of situations in which a business owner believes he or she is not encountering objections in their business. Today, let’s look at a few more situations, where said business owner is aware of a sales problem, though perhaps not the specific role objections can play. I have dozens of sales…
Read MoreAre Objections Harming My Business? Part 1
Are you using prospect objections as a force for good, or for evil? A prospect is not likely to begin a sentence with “Allow me to raise this objection…”, but that is still what they are doing. No business has every client agreeing with its proposals every single time. Following are just some of the…
Read MoreHow Objections Are Good For You
In last week’s post we established that objections – far from being conversation-killers – are opportunities to further conversations and relationships. When a prospect raises a particular objection to doing business with you, it is an invitation to further discussion. The Sales Benefit The principle thing an objection does is allow you to continue the…
Read MoreGood things happen when people Object
Objections in a sales or business conversation are a good thing. You read that correctly. Too often I have seen business owners, business developers and trades people of various sorts bow out in the face of objection. And yet when your prospects are raising objections they are not saying “No, thank you”. They are actually…
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