|
As
sales professionals, we hear hundreds of objections every week. Some are
more original than others but, when you get right down to it, there are
really only a handful of objections, and about 500 different ways to voice
them. Chances are, when you hear an objection your prospect is telling you
one of the following things:
-
I
don’t need your service/product.
-
I
need the service/product but I’m not buying from you because I
don’t trust you.
-
I
have some money but I don’t feel your service/product. is valuable.
-
I
may need your service/product, I may not. Either way I don’t feel
like making a decision right now. (And, if you haven’t qualified the
decision maker, “I don’t have the authority to make this
decision.”)
Sometimes we get caught up in the objection. But, if you can break it down
and find out if it is about need, trust, money, or ambivalence, you will
know how to approach the objection, resolve the issue, and close the sale.
Back
| Next
© Copyright
1995-2000
The Green Sheet, Inc.
|
