Tip 148) Handling Objection Tips

Objections are often simply buying signals in disguise. Your customer is concerned about at least one aspect of your product or service, so the first thing to do is clarify what that is. Be warned that the first objection is rarely the real objection so you may need to do some digging.  
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Easy Objection Handling Process
◦ Clarify the objection.
◦ Empathise with them (see Tip 126 Feel, Felt, Found).
◦ Ask: “If this wasn’t an issue would you be happy to go ahead?” As discussed, often the first objection is not the real objection.

◦ Assuming they say yes, offer solutions and ask if they are happy to go ahead.
◦If they say no, ask what else is getting in the way. 

Remember, good sales is not about persuading people to buy something they neither want nor can afford. It's about professionally helping someone to buy. Welcome objections - it means your prospects are interested and may just need you to put their mind at rest. 

Improving your conversions!

​Jo x 

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