Resolving Objections and Closing the Sale

...when you start to encounter objections form the client, the role can feel a lot more like selling.

Resolving objections is often the most challenging part of the sales process -- it can be uncomfortable and unpredictable. But understanding the situation and practicing your responses will help you perform well when you encounter resistance.

Up to this point in the needs-driven selling model, your role has bee that of facilitator and adviser. Now, when you start to encounter objections form the client, the role can feel a lot more like selling. However, there's no reason to freeze and miss the opportunity.

ACTION POINT: Understand that clients will object during the selling process.