First of all … we have to realise that an objection is only a concern your prospect has. It’s not a rejection of YOU.

Now is not the time to REACT .. but most sales people just REACT to an objection.

Unfortunately, at that point many salespeople just fly off the cuff instead of working to uncover what the objection actually means.

Please realize that this is not the time to go back into a selling mode to try to persuade them with logical facts on why your solution is good for them. It’s time to use the same principles and methods you have learned from me.

If you have done your work correctly and gone deep into the conversation with your prospect ... most, if not all objections, will be eliminated during the engagement stage of the process.

If you do get an objection at this stage, just look at it as a concern. Try to understand the customer, and put yourself in your customer’s shoes as they determine if what you’re offering is only a promise of a better future.

Understand that they have to make that commitment before you deliver what you promised. Quite possibly, their objection is nothing more than a request for more information.

There’s also the possibility that their objection may just be a request for a few simple changes that they would like to see included in what you have offered them. Perhaps they want a few changes to the terms of what you are offering.

Objections, or concerns, are sometimes requests for any of the following:

1. The price of the solution you’re offering.
2. The timing of your solution.
3. The follow-up, or how they will be serviced.
4. The quality of what you’re offering ... perhaps they want you to commit more time or more resources like personnel to meet their needs.

When a prospect brings up an objection how do you usually react?

What starts going through your mind when you here an objection like this?

• Your price is too high. • We don’t need it. • Let me think it over. • Can you leave me some information?

The Old selling mindset comes back right?

You go into “Objection Handling Mode” like a robot because that’s what you might of been taught.