| Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Some restrictions apply to the use and distribution of this information. For more valuable materials, visit Warren's web site www.totalselling.com. All materials and content © Warren Wechsler, 2001 – All rights reserved. |
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:
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.
Select one objection that you are currently encountering with a customer or prospect and write it down below.
Write down the answer(s) that will overcome the objection.
1.
2.
3.
Go out and face the resistance and use your prepared response(s). Write down what you actually encountered and said.
What happened? Did it work out as you intended? Did you overcome the objection? Write it down below.
| Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Visit Warren's web site www.totalselling.com Also, listen to Warren's weekly radio broadcast Wednesday's at 4:05 - 5:00 pm Central time, on KMCD-AM 1570AM. Shows are broadcast live on the internet at http://www.warpradio.com/asx/KMCD-AM.asx |