Do objections stop your sales presentation in its tracks or give it momentum for closing the sale?

Objections such as:”Your price is too high”, “I want to think it over” and ” I’m satisfied with my current vendor” are as much a part of your sales call as introduc­ing yourself and presenting benefits. Objections are challenging because they are often emo­tion-laden re­sponses that your prospects give to express concern or to avoid making a decision. Your success as a sales­person will depend on your ability to discover the inherent emotions of stated objec­tions and respond satisfactorily to your prosp­ects’ real objections.

Instead of fearing objections, view them as genuine con­cerns or questions in the minds of prospects. In a sense, they are opportuni­ties for you get unique insights into your prospects’ decision-making process. Objections are really legitimate requests for informa­tion. In essence, the prospect is saying, “Tell me more.” Moreover, objections are a posi­tive sign that the decision-making process is moving forward.

Stated and Real Objec­tions

Objections are often composed of two parts: the stated objection and the real objec­tion. Stated objections are usually the prosp­ect’s initial response when pressed for a decision or commitment and are sometimes called smoke screens. In many instances, these are emotional reactions to deep-seated concerns, such as fear of mak­ing a bad decision, loyalty to the competition, or want to withhold the real objection. In other instances, stated objections are almost an unconscious “knee jerk” response on the prospect’s part. This reaction is like that of a customer in a retail store when the clerk asks, “May I help you?” The customer in­stinctively responds, “No, I’m just looking,” even if the customer has specifically chosen that store to buy something.

Stated objections are defense mecha­nisms to protect prospects from  turkey investment citizenship committing or from being pressured. Prospects hide behind stated objections for many rea­sons, including confusion, embarrassment, uncertainty, or both.

There is also the possibility that prospects aren’t able to express their concerns to you. When this occurs, you must help prospects both discover and express their concerns. In this case, it’s best to treat objections as a symptom of an unmet need.

Unless you can get past stated objections by defusing the emotions involved, you won’t get an opportunity to hear the real objections. Real objections represent the prospect’s genuine concerns, doubts, and questions. If you can understand these issues and respond to the prospect’s satis­faction, the sales process will move forward in a natural and mutually beneficial way. Remember, resolving real objections is the key to helping the prospect make positive buying decisions.