Background

One of the themes that every sales person will eventually have to work with is the issue of objections. An objection is any type of resistance or concern on the part of a customer or prospect that slows down or stops the sales process. Objections are encountered at many points in the relationship. Examples of objections sales people face are:

• Not being allowed access to a decision-maker.
• Not being able to set an appointment.
• Price resistance.
• Concerns about making a decision to buy from us

Skills needed

We must know how to prepare for and work through the resistance. The best way is to write down the specific concern and then write out appropriate responses. Then when we are faced with the objection, we know what to say. In my book, The Six Steps to Excellence in Selling, resistance and objections are discussed in Step Three and Step Six.

1. Selection

Select one objection that you are currently encountering with a customer or prospect and write it down below.

2. Preparation

Write down the answer(s) that will overcome the objection.

1.

2.

3.

3. Action

Go out and face the resistance and use your prepared response(s). Write down what you actually encountered and said.

4. Results

What happened? Did it work out as you intended? Did you overcome the objection? Write it down below.