Defuse those dreaded sales objections

If you’re like me, you dread talking to prospects about certain things, because they have always caused you problems in the past. But deep inside, you know it’s just a matter of time before you’ll be asked about them. And then you’ll stumble through a lame response that makes you sound like a total loser.

So what should you do? Raise those dreaded sales objections yourself. But before you do, figure out what you’re going to say to counter them. You might even need to experiment with different versions of your response before you find one that works.

For example, let’s take pricing. If this is a sales objection you often hear, then you’ll want to address it early on. Ask your prospects if price is the key factor in their decisions. They’ll probably say it’s important but not the only thing. That’s when you can say “That’s good because we’re not the lowest cost provider, and there’s good reason for it.” (Of course, you’ll need to be able to clearly articulate your value to make your point.)