Introduction

Every single prospect you speak to has some sort of sales objection or reason they are hesitant to do business with you. If your prospect did not have second thoughts about your price, value, relevance, or their own financial situation, they would have already purchased your product.

• As a successful salesperson, you need to be prepared to overcome certain objections that arise and must be confident to answer these objections without hesitation. If not, you might lose all credibility and confidence and it is difficult to regain.
• You must make sure you do what is in the best interest of your prospective client. When you come across as sincere, prospects can feel it and you will ultimately gain more clients and business. They can tell when you’re just after a sale.
• Try saying statements such as “We can’t help everyone, let’s look deeper into your situation and see if we are the right fit for you. If we are that’s amazing, but if not, we can give you some other recommendations”. This is called take-away selling because you take away the desperate feeling of trying to make a sale to the prospect. You automatically take the pressure off the client, implying to them that you don’t need to close this sale with them. When prospects feel that they are not pressured to make a purchase, their defensive wall will slowly wither away.
• Objections are great because a prospect must justify their decision to themselves.
• It is not at all a rejection; it just means they need more information from you. Prospects who have real objections are much more likely to buy from you if you know how to handle them with confidence.