What sales training course have you been to where they DON’T teach you how to handle stalls and objections? But is this the real problem?

I think not, but would like your comments.

When a prospect objects to something you have put out there, it simply means that you have missed the mark. By ‘overcoming/handling’ these objections, you actually do more harm.

I’ve seen sales people get into armwrestling matches over the wrong things because they were too eager to handle objections.

The best thing you can do is “seek clarification.” Ask the prospect to help you understand his objection/stall. We have a rule: What people say is not what they mean.

So following that rule, even though they say “your price is too high” that many not mean what they’re thinking.

You Should Object To Them

The fact is that in a selling process that’s run the right way, you should be obecting to them because they have not earned their way onto your prospect list.

They either don’t have enough pain to make a change. Or they lack the funds. Or they lack the commitment. If they don’t have one of those three then they aren’t a prospect and you must move on.

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Tagged as: Add new tag, Bill Caskey, prospect objections, sales training, seek clarification, stalls and objections