‘How 12 Sales Experts Handle Objections in 2017’ – HubSpot
Irina Nica says, “The question isn’t whether your prospect has objections — it’s whether you’ll get to hear those objections and if you’re capable of resolving them.
Every buyer has at least one major reason not to buy. This reason has been preventing them from pulling the trigger for the last few weeks, months, or even years. Successful salespeople quickly identify, surface, and handle these issues and concerns so they can win the business.
We spoke to 12 sales experts to discover how they’re overcoming objections in 2017. To boost your objection-handling game, read on.
1. Anthony Iannarino: Change your mindset
Stop looking at objections the way you’ve been taught. Your prospective clients aren’t objecting — they are trying to express a real concern. You don’t need to ‘overcome’ the objection. You need to look deeper, explore the real concern, and help your prospect resolve it so they can move forward”.
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