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This is a great perspective on objections from the guys and justsell:
Embrace the objections of your prospects and customers.
Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a positive step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it's your responses to the objections that help validate or support their buying decision.
This is the reason the responses to your top objections (those you and your team hear most often) must be planned and prepared with a professional's level of attention.
What makes the best response to an objection?
Be sure your responses show an appreciation for the objection in a way that validates the prospect's concerns, and then addresses the issue very directly. Any response that could be misinterpreted as defensive, evasive, manipulative or sarcastic should be eliminated. Leave slick and cute lines to your competition.
Once prepared, work through the delivery of each response with those on your team, as well as some individuals outside your sales department. Get genuine feedback, make appropriate changes, and then practice the delivery of your responses until you have them down tight.
Selling is about helping your prospects and customers solve a problem. Be non-abrasive. Think appreciation and validation. Be direct.
Great advice, especially their thoughts on your mindset as you field objections. Use the advice to make it a great end-of-the-month run!
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