Overcome Common Objections

 

Objections are frustrating, and it can be difficult to quickly come back when faced with one from a prospect. Sales professional and blogger Debbie Boucher offers some ideas on how to handle a couple of common objections, which I’ve excerpted below. Take note and keep them top-of-mind during your next sales call.

“Your product sounds interesting, send me some literature.”

Here’s one way to handle this objection especially if you haven’t qualified the prospect: “I would be happy to send you appropriate information about our company, what specifically is your area of interest?”

What this does is it helps you determine if the person is sincere and allows you to focus on a specific area for qualification. You may be able to answer their questions immediately and eliminate the need for a stall in your sales process while you are sending information. If they can’t describe their area of interest, it means you haven’t identified their pain or they simply aren’t interested. Either way, you have a better idea of where you stand with them.

“I’m busy right now.”

Here’s one approach: “I won’t take up your time but maybe you could help me… would you be the appropriate person to speak with regarding xxx”?

What this does is it allows you to confirm that you are attempting to contact the right person and if not, allows you to ask for a referral.