From the course: Consulting Foundations: Building Your Sales System
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Overcoming objections
From the course: Consulting Foundations: Building Your Sales System
Overcoming objections
- No-one likes to hear the word no, especially when it comes to selling your consulting services. One of the biggest challenges in selling is mastering the art of overcoming objections, so you can get the deal closed. Pretty much every prospect you call on will have at least one, if not a few, objections, reasons they are not sure your deal is a good deal for them. Any experienced professional knows that objections just come with the job, so understanding early on to expect them, listen for them and prepare for them will put you in a much better position to overcome them. So here's how you do it. Number one, listening for them. When you hear your prospect start to state an objection, it's natural to jump in and try to solve the problem or prove them wrong, but that is actually the worst thing you can do. To overcome an objection you need to fully listen to it, and you need to understand that part of helping your prospect get past it is to ensure they feel heard. Just the act of…
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