Why I Like Sales Objections!

By Michael Simpson
29i – Mastering Your Sales Psyche
2-17-2012

While handling sales objections may sound like a difficult part of selling, most successful salespeople including myself actually welcome and even encourage it as part of the selling process.  Why? Because it is an indication the prospect is paying attention to the presentation and may even have an interest in the product if the objection can be effectively addressed.

Objections are a requirement to a successful sales day. In fact, without them, you’re likely not engaging your prospects and customers. It’s the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. For this reason, you should work to embrace and understand the true objections you might be facing.

To overcome objections, sales professionals must make sure they clearly understand the prospect’s concern.  Sometimes prospects say one thing that appears to be an objection to the product but, in fact, they have another issue that is preventing them from agreeing to a purchase.  Understanding the true objection(s) will help you get one step closer to where you need to be – whether it’s to the next stage with your current prospect or investing your time elsewhere. Sales professionals are rarely able to make the sale unless this resistance is overcome.

When individuals or companies have an objection to making a purchase, it’s one or even a combination of the following eight reasons. Review them… know them, and when you’ve hit a wall, check your situation against them and make adjustments to align yourself with the sale.

1. lack of perceived value in the product or service
2. lack of perceived urgency in purchasing the offering
3. perception of inferiority to a competitor or other offering
4. internal political issue between parties/departments
5. lack of funds to purchase the offering
6. personal issue with the decision maker(s)
7. initiative with an external party
8. “it’s safer to do nothing” perception

Selling is rejection intensive. It is absolutely critical to understand and learn to appreciate that a larger percent of potential new customers will reject you and your offering more than accept it. Selling is a numbers game and unfortunately to be successful at it you have to learn that customer rejection is not personal and “no’s” can be as valuable as “yes’s”!

Michael Simpson is the Author of 29i – Mastering Your Sales Psyche and a national speaker and sales trainer. Learn more online at www.michaelssimpson.com.