It is easy for salespeople to get discouraged when faced with objections to their pitch, because it is inherent in most people to hate being rejected. However, objections are not always a bad thing, as a matter of fact, they can be a positive response, as long as they are viewed with the right perspective.
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An objection is an indication that the prospect is somehow interested in the product or service being offered to them. If they are totally blasé, they would not waste their time presenting their objections or simply respond with indifference.
Objections, though, should be managed well, so that there would be translation of sales. The following are some tips on what to do:
- Listen with empathy: As soon as salespeople hear an objection, they should not cut in without letting the customer finish his retort. They should learn how to listen with understanding where the customer is coming from to make sure that they could address the real reasons behind the objections.
- Validate the objection by repeating it: By echoing an objection, customers can be assured that their concerns are being attended to and are given an opportunity to clarify their statement.
- Practice answering objections: An effective way of handling objections is by learning how to answer commonly raised ones. Objections can be anticipated through research and gathering feedbacks from prospects and customers.
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