When should I deal with an Objection?

16
May

Sometimes I get what I think is an objection in the middle of my presentation. Should I try to answer the objection then or is there a better way to handle that?


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2 Comments for this entry

Barry
October 18th, 2010 on 4:28 pm

My experience tells me that whenever possible it’s best to ignore an objection the first time it comes up. Of course, there are exceptions to this rule of thumb but I’ve found that more times than not, ignoring an objection makes it go away. Now, how do you ignore an objection without upsetting the prospect?

The first time an objection comes up (especially in the middle of my presentation) I’m not ready to deal with it. Maybe something coming up later in my presentation will answer the prospect’s objection. Maybe I don’t have an answer at the time and I need some “think time.” Whatever the reason, my standard response to an early objections is, “That’s a good point. If you’ll allow me to continue, I’ll get back to that later in this interview.”

If you use this technique, it is very important that you remember the prospect’s objection and be prepaired to tackle it if it comes up again.

Paul
July 12th, 2011 on 2:27 pm

I always practice objections before giving a presentation and then when an objection comes up, I handle it right away. I don’t disagree with the comment by Barry, but if I ask a question and it is ignored, it does have a tendancy to put me off buying.

What I would say is, I love objections, and see them as a gift. They are the prospects way of unconsciously telling what they need to hear before they buy.

If you practice, before hand by listing all the possible objections you could get, then you should never find yourself in a situation where a prospect can catch you off balance. There are techniques for this, if you find someone is being awkard but this isn’t the correct arena to answer it.