TO ALL SALES PEOPLE - HOW TO HANDLE CLIENT OBJECTIONS IN 4 STEPS
Historically, sales training courses treated a client raising of an objection as a ‘surprise moment’ for the sales persons that they needed to respond to.
However, during a complex solution sale, we actually need to encourage the client to raise their concerns/objections as early in the sales process as possible. That’s right - YOU ENCOURAGE the objections to be raised by your client.
There is no sale that I have ever been involved in where the client did not have multiple objections - that’s life! There is no perfect solution and the client knows it. Each provider has their own strengths and weaknesses - and the client knows it! So use this this 4 step process to elicit concerns/objections in a proactive manner and turn them to your advantage.
Please leave a comment on this post if you would like a copy of our 4 Step Objection Handling process!