SKILL


How to Satisfy Seven Basic Objections (Even before They Come Up)


LEE R. VAN VECHTEN


Objections are caused by events or actions; they don’t happen without a reason. All of your objections – all 999 of them – can be boiled down to seven or eight. They are:


• “I don’t need it now.” • “Your price is too high.” • “Send more information.” • “Why should I stay with ‘X’ company?”


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• “Why should I come back to ‘X’ company?”


• “We are happy with our current supplier.”


• A form of “I don’t need it now.” • No objection, no order, just silence. Usually, the very first objection we hear is not the real objection – and we must probe further to determine if the objection is real before we answer it. A good paraphrase, as in, “Are you saying that, if I can cost-justify this purchase, you will consider ordering the rede- signed unit?” is the classic test of an objection. Be prepared to answer the objections with time-tested answers.


KASPARS GRINVALDS / SHUTTERSTOCK.COM


Objections Actually Begin


The Sale


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