Skill Level Intermediate
- You followed every step of the sales process and you're feeling really confident that the product or service you presented will generate a positive response. The presentation is over, you look across the desk into the buyer's eyes, and suddenly, instead of a smile and a yes, your buyer tells you they aren't ready to buy because they have an objection. How you handle your response to that is what can separate the best and most successful sales professionals from those who struggle and need more training.
My name is Dean Karrel, and I've spent my entire career in sales. I've had to overcome so many objections from buyers that I've worked with. Frankly, facing objections is tough. It's not easy, and you need to be fully prepared to overcome them. There's no exact way to do this or surefire answers, but I do have suggestions to keep in mind as you encounter objections during various stages of the sales process. We'll review the buyer and salesperson relationship, the critical importance of anticipating what obstacles you might encounter, asking the right questions to get to the real issues, and then look at some of the most common objections you'll face and how to handle them confidently.
Are you ready to start reviewing some strategies to overcoming objections? Great, then let's get started.