Relationship Selling

Objection handling is probably one of the trickiest and most feared aspect of selling.  When one first gets involved in any type of sales situation, especially a non-salesperson, the thought of handling or overcoming objections from a customer/prospect is probably one of the most feared aspects of selling. Some say it is right up there with the fear of public speaking.  Yet, if handled properly, objections can be a great thing.

Let’s first start by defining what exactly an objection really is:  Simply put, an objection is the need from your customer/prospect for more information, communication, clarification and alternatives.  It is actually your customer/prospect inviting you to move along in the sales process.  If you understand and truly believe this, you will come a long way in being able to not only handle these objections with ease, but secure new clients and customers because of your ability to help them along in the process.

How do you handle or resolve an objection?  The million dollar question.

1. Objection handling requires clarification.  As a solutions provider, you need to be able to clarify back to your customer with an answer they are looking for and not one that satisfies your need.  In other words, don’t handle an objection with a “canned” response that will help you close the sale but rather one that actually will help to clarify the problem or issue your customer/prospect is having with your solution.  Communication is key.  Two way communication – requires listening, feedback and action.
2. Write down all of the objections.  By writing the objections down, you will be able to identify the “keywords” or “pain points” your customer is relating and customize your responses/resolutions to help make it a win-win for both of you.  Be sure to stay focused on the objection at all times in the process.
3. If you don’t have an immediate answer to the objection, don’t panic.  It’s o.k. By being honest with your customer/prospect you will gain their trust and build credibility and this will go a long way in developing the relationships needed to move forward with the sales process.  Come back to them with an answer when you have one.  But be sure to followup and don’t leave them hanging.
4. Give positive feedback when an objection is raised, i.e., say something like “that’s a great question or that is a good concern”.  This will show that you are genuinely trying to help them with their issues and provide a good solution for them regardless of the outcome for you.

I am looking for many sales objections and their answers?

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