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Handling objections

The best salespeople know that an objection from a prospective customer is an opportunity.

By Dan Norman | Updated on June 01, 2009

The best salespeople know that an objection from a prospective customer is an opportunity. It is a clear sign that the prospect is giving your product or service consideration and may be on the verge of buying.The best salespeople are “expert” at handling objections. As an example, let’s say you are a Realtor and your prospects tell you that the price of the house they are most interested in is too high. You ask questions to better clarify the full concern, share understanding, rephrase the objection to price as a question and offer a justification for the higher price based on other identified needs. The prospect agrees, you begin closing the sale.

Yeah, well, easy for you, but I was horrible when I was just starting out.

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