“The greater the tension, the greater is the potential.”
– Carl Jung (1875–1961)
Embrace the objections of your prospects and customers.
Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a positive step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it’s your responses to the objections that help validate or support their buying decision.
This is the reason the responses to your top objections (those you and your team hear most often) must be planned and prepared with a professional’s level of attention.
The keys… Appreciate. Validate. Be direct.