Here's a good reminder for anyone in sales about what an objection really means.
Every sales pro faces objections, but its important to understand that objections can actually be a good thing when it comes to landing the deal. What does an objection mean?
Objections are the customer's way of getting a different view of the situation. Customers want to make the right buying decision for their needs. A solid response to an objection gives your prospects a different way of looking at your product and the one they may be using.
Objections are the customer's way of collecting more information to evaluate the product. Questions demonstrate a greater interest in your product and the customer sees you as a resource.
Objections are the prospect's way of asking you to help him "bridge the gap." Look at objections as "gateways" to your customer's thought process! Don't let prospects put you on the defensive. You will lose your power, you will lose your influence and you will compromise your edge. You are the product expert. Act like it!
Objections will reveal the customer's primary needs or areas of interest. If a prospect resists a feature of your product, he is telling you an important buying motive. If you demonstrate how this feature is actually a benefit or insignificant to other advantages in your product, you are that much closer to the sale!
Objections are the customer's way of getting to the bottom line. Customers who object to particular aspects of your product or service really want details to make a buying decision. Objections move the sales process forward.
Objections are expressions of the customer's interest and involvement. They show that the customer is moving closer to the sale. They are buying signals. When was the last time you took the time to object to a product you weren't interested in?
The next time you hear an objection, cheer up! You're one step closer to your sale!
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