The Likeability Series: Overcoming Objections in Flooring Sales

In the last issue, we covered the art of listening and then using effective presentations to enhance likeability. In this article, we discuss how to overcome objections in a way that builds rapport with the customer.

During the presenting phase, there will usually be questions or concerns about products. Although these objections may sound like rejection, in truth, objections are often the way prospects communicate their buying willingness. That is because people usually do not ask questions about something they have no interest in buying. Think about it. If you were walking along in a department store and you saw a washer and dryer, would you start asking a bunch of questions about them if you had no desire to buy these appliances? Think of objections as buying signs, not rejection signs.