From the course: Sales: Closing a Complex Sale
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Handle objections
- So, what are objections? In sales, we are used to and try to anticipate the dreaded objection at some point in the sales process. Objections typically arise when the customer feels there isn't enough value clarity. Then they simply fear change or they may not believe changing is valuable enough to warrant the perceived risk of changing or choosing. The first scenario is that they simply don't want to change, or in the case of sales, they simply don't want to buy because they don't trust the person trying to convince them. This would be like some stranger walking in off the street and telling my son to finish his homework, take his vitamins, et cetera. He doesn't trust them, so he resists the influence for fear that's not ultimately in his best interest. Now the second scenario is when they resist because they believe that by making the change or the purchase, they won't get the value relative to the cost. So, no bang for the buck, so to speak. Objections are really our customer…
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