I remember when I was in sales it was one of the basic foundations of sales to expect there to be objections to your offerings. As a matter of fact if you’re not getting objections, you’re probably not really engaging your customers.
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Objections are the great revealer of what it is that is really keeping the prospect from making a decision. It is here where you zero in and sell. You should hope for objections every time you offer your product or service. If there are none then you truly have a problem. So your first job in selling whatever it is you offer is to sell objections! Get them to object, without that you really have no hope of making sales.
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If you are having trouble with sales in your company or department, this is the foundation to go back to, and filter everything else in the light of it.
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Now once that is dealt with, then you must learn and/or teach and remind those who sale in your company or division to work on that alone.
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You can’t even get into teaching how to handle objections if those doing the sales don’t even know how to go about creating them in the first place.
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Do you know what the real secret is? Your customer is fighting to not engage by objecting to what you are saying or offering. If they object, they know that they are already half sold on what it is offered before them.
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So if your sales are down and you’re having a hard time finding out why, go back to this foundational reality and hammer it home to yourself or your sales team; I’ll bet that your sales will begin to take off again!
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