Objections

 Today I’d like to focus on a different aspect of the objection. Day in and day out our customers and prospects present us with just about every kind of objection imaginable. They are an inevitable component of the sales call. We have all had some kind of training or coaching on either overcoming or working with objections. Although an objection seems harmless enough they have been and will continue to be the source of anxiety, fear, and confusion for sales people. In most cases the objection is an opportunity to learn more about a customer or prospect.

Facing objections is one of the trickiest obstacles we encounter as producers. We can all imagine a world where our customers agree with everything we say, answer yes to all the important questions, and ask us to sell them something. You wouldn’t be reading coaching materials about managing customers objections if that were anything but fantasy.