Preemptive Objection Handling Day 16 to the 28 Days to Better Selling

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Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects will not tell us they are worried about.

Your assignment today is to listen to the podcast and then:

1) Brainstorm a list of all of the objections that you get on a regular basis.

2) List unspoken objections that people will not mention to you but you know are there.

3) Develop a way to preemptively handle each objection up-front and turn it into a selling point

June 2, 2009 · Filed Under * Sales Podcast, 28 days to better selling

Comments

  • http://www.sellingandpersuasiontechniques.com/sales-objections.html Greg Woodley

    Well put Shane,
    as the boyscout motto says, “be prepared”.
    Often sales people have problems coming up with responses to their own sales objections, though. That’s where meetings with older experienced sales people come in handy, or having a mentor like you or me.
    I actually teach my clients a process of coming up with responses to sales objections.
    Greg

  • http://www.sellingandpersuasiontechniques.com/sales-objections.html Greg Woodley

    Well put Shane,
    as the boyscout motto says, “be prepared”.
    Often sales people have problems coming up with responses to their own sales objections, though. That’s where meetings with older experienced sales people come in handy, or having a mentor like you or me.
    I actually teach my clients a process of coming up with responses to sales objections.
    Greg