In the last issue, we discussed how objections are opportunities to be more effective by uncovering the questions and thinking of the customer. When your prospect expresses a concern, think of them as reasons to continue selling. In this issue, we discuss more ways to manage objections by breaking down the customer’s resistance.
Once an objection has been isolated and appraised, we must offer a solution, but without proving the buyer wrong or seeming insensitive to needs. Otherwise, customers may feel the desire to defend their reasoning, and the buyer may become even more entrenched in their original beliefs.