Posts Tagged ‘Objection Handling’

Regardless of what we sell, we will often find that when we ask for the order we meet with some resistance.  Sales Pros know this comes with the job and never take it personally.  Following is a basic, but very effective, formula for responding to an objection from a prospect. The objection handling formula is: Cushion, Technique, and Close.  Here is how it works.  It is important to remember that the prospect knows we do not want to hear the objection.  The prospect knows we want to hear agreement.  Therefore, when a prospect gives us an objection, they are expecting us ...

Overcoming Objections: When do we do that?

As salespersons we know that occasionally (really more often that we like) we are going to get an Objection.  The question is, “When do we handle those objections.”  For many years professional salespersons have followed a practice of handling objections at four different times in the sales process.  Understanding exactly which objections should be handled at which places in the sales process is another of those great sales techniques. The four times to answer an objection are: (1) before it comes up, (2) immediately when ...