What is the best way to avoid objections?

Category: Sales

Many teach that an objection is nothing more than a buying signal and a request for more information. I can see why they would say that, but this is an overly positive spin on something that is probably much simpler to describe. An objection usually comes out when you get to the point where you are closing the sale or asking for the business.

If an objection is raised, this will be because you have failed to cover something in enough detail to satisfy the prospect so that they are ready to buy.

With this in mind, the best way to avoid objections is to cover all your bases and confirm the prospect’s understanding and agreement regularly throughout the entire process. Objections can be a simple request for more information or a true objection because you have missed part of the early stage of fact-finding or need identification and end up overtly selling and not giving the prospect a chance to say they are not interested. This is a typical high-pressure salesperson mistake.

I want you to remember this; customers will almost always provide you with what you ask for in limited quantity; this is particularly true if you have not invested in building rapport first. Without rapport, it is hard to sell, so you need to be asking open questions and then looking for points of common ground at the same time as demonstrating to them that you are listening to them.

It is the questions you ask that will give you all you need to deal with issues before they become an objection. It is the questions you ask that will enable you to determine early in the presentation if the prospect is right for you and you and right for them. Please don’t waste time, yours or theirs, on presenting to someone who will not buy.

Good questions get to the heart of the problem or need very quickly. More importantly, perhaps, this is achieved without the prospect feeling like he or she is being pushed, and there is no cause for objections. Objections tell you, you need to improve; a lack of objections tells you you’re doing a great job.

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