How to Identify and Overcome Objections
- Topics:
- Assessment,
- Training
- Source:
- Edward Lowe Foundation
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Overview: People in sales expend a lot of time and effort to find prospects that need the product or services. Yet, no matter how compelling the need or precise the market definition, prospects will have objections, concerns, and requests for additional information. One should welcome objections because once answered, they give the potential energy to close the sale. In selling, one definition of an objection, is "a reason given by the prospective customer why they are not ready to buy your product or service." Sales courses teach you that an objection is an obstacle to be overcome. They also teach that every objection can be answered. Many people use objections to avoid making decisions or commitments and not necessarily because they don't want to buy what you are selling. To get the details how objections are welcome and solution to them puts an impact on sales, read the article.
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Format: HTML | Date: Jan 2003 | Pages: 1
