By Tibor Shanto
Not all objections are fatal, most, based on how we interpret and handle them, can usually add to the conversation and ultimately to converting the objecting prospect to a client. While there is a lot more to succeeding in sales than handling objections, mishandling them is usually fatal, and is why most salespeople dread objections. However, perhaps part of the therapy, the “objection recovery” program sales need to go through to better deal with objections, is to use the very thing they fear to drive sales.
Know Your Objections
The first thing to understand is which objections are dangerous. Like snakes, I don’t like any, but some are not dangerous at all, while others can kill you, you wanna know which is which before you handle them.
Objections that come up during a prospecting call are entirely different from the ones that come at the end of a sale. At a high