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Menampilkan postingan dari Agustus, 2014

Why "Overcoming" Objections Can Lose the Sale

" Objections " or " Concerns " The problem is, that's where you often lose them, because reacting to " objections " almost inevitably lets prospects pigeonhole you as "salesperson". Think about it for a moment. When prospects raise an objection and you cleverly dismiss it, what often happens? They come up with even more objections. When you dismiss those, they may suddenly remember that they have another appointment, or that they have to make an important call. Or they may agree to your offer…and then a day or two later you get a message that they're not going to go forward after all. That's probably the most demoralizing outcome of all, because you thought you "had" that sale, and they've reneged on you. What's happening here? It's about sales pressure. When you're so focused on making the sale that you counter a prospect's objections, you're pressuring them. It's that simple. I&