Responding to Objections

Before you can move to the final state of the selling process--closing--you need to deal definitively with the customers objections

Once you have reformulated your customer's objections into needs, it's time to respond.

Usually, this is straightforward--the answers lie in what you have already proposed and in knowledge you already have--but sometimes you will need to be creative to lead your client to a solution.

Before you can move to the final state of the selling process--closing--you need to deal definitively with the customers objections (or unfulfilled needs, as we know them) by using all means at your disposal. If you still cannot resolve the objections, you need to revert to problem-solving mode. If you still draw a blank, call a time out and ask to come back in a day or two with fresh ideals to move forward. Your customer will respect you for it in the long run.

ACTION POINT: Be relaxed and remember that customers ask some questions that are not objections--simply plain questions. Just because someone asks you about inventory issues doesn't mean they are worried about them.