Wednesday, June 8, 2016

Sales author John Boe makes a great point about objections. Re-state them

The best salespeople repeat objections back to prospects in their own words to clarify that everyone is on the same page.

If the salesperson has taken good notes, chances are the prospect will confirm they're on the right track.

In many cases, prospects will become more engaged because the salesperson is focusing on their greatest concerns.

Another follow-up: Asking prospects how big a concern their objection is. This helps gauge whether the objection is the biggest obstacle to closing the sale, or one of several details that need to be addressed.