What is the best way to deal with sales objections?

The best way to deal with sales objections is to follow this logical routine:

1. Always ensure you include the decision maker in the sales process.
2. Make sure you cover as much detail as possible during the sales presentation to minimise the number of objections that can be raised.
3. When an objection is raised, make sure you take some time to discover if there are any other questions the prospect may have. Getting all the objections out in the open and then handling them one by one is the best option.
4. If you need to research the answer, be honest and say that. Arrange a new meeting and get the answers before you meet again.
5. Use anecdotal and factual stories to illustrate solutions. For example, use the ‘Feel, Felt, Found model, where you confirm your understanding of how the prospect feels, then let them know that others have felt the same way and what they subsequently found in support of the decision. This must be based on fact.
6. Always ask the prospect if they will be prepared to progress the deal if the query is handled to their satisfaction.