The way you react to a customer who raises an objection can have a major impact on your sales success. Experienced salespeople acknowledge that they’re not likely to get through any sale without encountering at least one objection. Customers want to make sure they aren’t’ making an expensive mistake. They don’t take objections personally but rather, they consider objections as opportunities to provide additional information to help close a sale.
Consider the way the salesperson responds to a customer’s objection using a five step process.
1) Recognize when an objection has been raised – For example: “I sense there’s something you don’t like about this chair. Tell me what you’re thinking.” Continue reading “How to Respond to Objections”