What Is Your Attitude Toward Objections? | Sales Training For Professional Selling Skills

An objection is anything the prospect says or does that presents an obstacle to the smooth completion of the sale. Objections are a normal and natural part of almost every conversation, not just in sales situations. People just seem to enjoy objecting, no matter what the subject of the conversation might be.

Having seen deception, cover-ups, and dishonesty among the great and near-great, people do not readily accept what somebody says at face value anymore, especially if the person talking is a virtual stranger. Purchases are more often than not made from a person or a company that is somewhat unknown. A purchasing decision, therefore, feels like a risk. To ease the fear of risk, people object or ask questions in hopes of getting answers that will convince them that the buying decision is in their best interest.

Objections Show Interest

Professionals look positively at the objections prospects offer. Objections move prospects nearer to the close and reveal what they are thinking. Sellers who are never forced to deal with objections are just order takers.

Your success in selling depends on how you deal with objections. View objections as opportunities to rise to your highest professional level, not as insurmountable obstacles that you will inevitably fail to climb. An objection often reveals the key to a successful sale.

If the prospect has been properly qualified as a class “A” prospect, objections are really buying signals. Offering an objection is another way for the prospect to say, “Here are my conditions for buying,” or “I want to buy as soon as you give me a few more facts or reassure me that buying is the smart thing to do.” Because an objection is a request for more information or for reassurance, it should be viewed as an opportunity and not as a problem.

Welcome Objections

The truly serious problem is the prospect who never raises an objection or asks a questions. Then you have no way to discover when to close or what is blocking a buying decision. Welcome all objections. They are the verbal and nonverbal signs of sales resistance that give you the chance to discover what the prospect is thinking. They are leverage for closing the sale.

Conclusion

Objections actually indicate that the prospect is interested in your proposal. Statistics show that successful sales presentations, those that end in a sale, have 58% more objections than those presentations that are unsuccessful. Most qualified prospects raise no objections to a proposal in which they have no interest. They just wait and say no.