Do sales objections stop you in your tracks? Here is a quick five-step process to get around them.
5 Steps to Overcoming Sales Objections
1. Agree enthusiastically.
Tell the prospect that you understand why she feels that way.
2. Ask for permission to ask a question.
Simply say, “Do you mind if I ask you a question?”
3. Put on your thinking cap.
Come up with a question that will help you understand why she feels that way. For example, your question can ask about a previous experience she’s had or her interpretation of the value you are offering or why she thinks it’s better to do it herself.
4. Ask that question.
And really listen to the answer.
5. Formulate your response.
Without being defensive, tell the prospect how your offering will overcome her objection.