Welcoming Objections

With the objection out in the open, you have a chance to work with the customer to resolve it.

When you ask for feedback, the response you get is usually an objection; you should accept now that people almost always object even when they are convinced they want to buy. There are complex reasons for this, and techniques for resolving objections will be explored in the next chapter. But for now, you should welcome the objection. If you had not given an opportunity for the objection to surface, it would have still existed in the customer’s mind, and you would never have closed the deal. With the objection out in the open, you have a chance to work with the customer to resolve it.

You can ask for feedback at any time in your presentation. It’s best to wait until you are finished so you don’t get derailed, but if you suspect that the customer has a strong concern, ask for feedback earlier.

ACTION POINT: Welcome objections as indicators the customer is listening and has legitimate concerns.