Training Tuesday: How to Overcome Objections
If it weren’t for objections everybody would be in sales. So, while none of us likes objections, we must accept them as part of the business and make sure we know how to overcome them.
Your main goal when faced with an objection is to turn the objection around into a reason to purchase our service.
People love to buy but hate to be sold. Objections are inevitable. Not only should you expect objections, I think you should welcome them. An objection is a positive part of the sales process. Their objection gives you an opportunity to answer the objection and add one more good reason why they should buy from you now.
Expect objections, but never create them. Prepare a list of the top ten objections your customers and prospects have had with all their motor carriers in the past and then prepare two or three appropriate responses to answer each one.
When faced with an objection, first restate the question or statement. Clarify the objection.
Give the prospect an opportunity to confirm your understanding of his objection, and hopefully your prospective client will give additional reasons for his or her objection.
After you’ve re-stated the question, and clarified the objection, and you’re sure you understand the objection fully, then answer it. Don’t just handle your customer’s objections, instead answer them. Answer the objection head on, honestly, simply, and succinctly. Handle objections early and often. A direct approach to handling objection guarantees greater sales results.
Remember this is not a contest. Nobody should win or lose. This should be a conversation where two people are answering questions and gathering information.