课程: Creating Your Sales Process
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Handling objections
- Each step of the sales process has gone very smoothly. From the initial prospecting to the account research, and from developing a solution, to now making the presentation, you're feeling really good. You're optimistic. In fact, you may even try to close the deal today. However, just when you thought it was time to ask for the business, the buyer hesitates and tells you they have a question and an objection to raise about your offering. I've experience that hundreds of times. Every salesperson, even the most successful, have had their bubble burst when a buyer's smile fades away. They get serious and they tell you, "No, I'm not ready to buy yet." Oftentimes we fail to realize that the role of a buyer is not an easy one. They're responsible for making investment decisions that can impact their companies in a positive or negative way, depending on what route they take. We shouldn't expect a buyer to immediately say yes to…
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