Wednesday, 30 August
Today's Topic
Objection Handling

Skill + Do

No matter what you sell, the same gravitational laws apply: move the customer as quickly through the process as possible. The reason sellers get strung out by buyers is they don’t ask the hard questions… mainly about the issues and misperceptions that can decay into objections.

Everything’s great at the beginning of the sales process, and then as you move together down the path with your prospect, opinions and perceptions are formed about everything and anything. Every part of your offering is getting hyper-analyzed and micro-judged.

But objections aren’t scary monsters; they’re just issues. Objections aren’t owned by buyers; they’re rented. Your job is to kick ’em out onto the street, out of the minds of your buyers. But know that other objections can move into your customer’s heads.

You work in a dynamic industry hawking an offering with many moving parts…and customers’ situations change by the minute too. This is all the more reason to obsessively check for objections and issues at every turn and with every customer representing a decision.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

Read More

June 18

Q2 account reviews that make your mgr smile.

Read More

June 17

Whadya mean, you're not killing it right now?

Read More

"I have stood on a mountain of no’s for one yes." – Barbara Smith (aka B. Smith)

Receive MySalesDay each morning in your inbox.

Each morning of the business week, you'll receive a 2-minute read summarizing a daily dose of selling best practices and inspiration.
No spam
At any time you wish to unsubscribe, email, and your inbox subscription will be canceled within 48 hours.
Please follow us on the MySalesDay LinkedIn page.

This field is for validation purposes and should be left unchanged.