THINGS TO REMEMBER WHEN DEALING WITH OBJECTIONS:
•1. Objections are GOOD and you WANT them! Objections are just QUESTIONS that you haven't answered yet (or haven't answered completely). Do not have an "overcome objections" mentality.
•2. The best way to handle objections is to LISTEN carefully, ASK more questions (so you completely understand the objection), then ANSWER honestly. Be real, not scripted.
•3. Your ENTHUSIASM and CONFIDENCE will help you successfully respond to objections. (Who wants to buy from someone who sounds bored or uncaring?)
•4. ANTICIPATE the most common objections (by listening carefully) and answer them before they come up.
•5. Remember what sets YOU apart from the competition and don't be ashamed or afraid to say it (but do it in a positive way, not by bashing the competition).
•6. Always remember your role as a sales professional: to help the prospect make the right buying decision. If you are HELPING them, you'll always have the right answer.
•7. Don't be a dud. Emotions are allowed (even encouraged) from you and your prospect. Humor is OK too.
•8. Focus on BENEFITS over features. If you don't know the difference, stop talking to prospects until you know. (Hint: FEATURES are things, BENEFITS are the "why do I care" about those things).
•9. Objections are great opportunities to CLOSE THE SALE. Once you've addressed the prospect's concern properly and completely, CONFIDENTLY ASK for their business.
Finally, don't be afraid to use the FEEL FELT FOUND method of handling objections. It works if you incorporate all these other tips.
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