October 25, 2016 – Objections

The way you handle objections says a lot about you. If you become defensive or combative, if you take it personally, or if you ignore the issue, chances are that any objections will quickly lead to a final rejection, and you will have lost that customer, not just for this one deal but for life. If, on the other hand, you treat objections as opportunities to learn more about your customer, you can work together to find solutions that mitigate concerns and ultimately close this deal or possibly the next deal.