Handling Objections like a Pro | Sales Tips
February 17, 2017
One thing that I’ve noticed recently is that sellers aren’t always good at learning how to pivot. During the qualification stage, we get thrown for a loop sometimes. A prospect or a buyer answers in a way that we weren’t expecting, yet we need to stay on track and pivot with another question.
This takes some practice. We can only anticipate the questions that a prospect might have. Let’s use a really simple question that you might ask as an example. You can ask a prospect where they are experiencing some problems or challenges in their marketplace and they say that they don’t have any problems or challenges.
How do you respond to an answer like that? You need to quickly pivot to another question to better understand the situation. Ask them where they are having their successes, ask about the return on investment they’re getting or ask them to explain their business model.
It doesn’t matter what you ask them as long as it’s related to the topic at hand. Your questions should come out quickly and confidently, and that takes preparation. The more you prepare for these scenarios, the more confident you will be when the prospect throws you for a loop.
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