Explaining Steps And Overcoming Objections

Objection handling is one of the most important skills that you are going to have when closing deals. Despite my over a decade of selling experience, I VERY RARELY walk into people who are eager to buy from you at first sight. While love at first sight happens often in the real world, in direct sales, it is almost fantastical.

Always, you have got to make your prospect want what you are bringing on board. Most times, the interest of your audience in what you are selling isn’t instantaneous. Instead, this interest is consciously engineered and given the best conditions to bloom. It is when their interest blooms that you can sustain the conversation, ultimately closing the deal.

After setting your sales pitch, 8 out of 10 times, your prospect is going to have a reason not to buy. This reason for this reluctance may be logical or outrightly stupid. Either way, it is up to you to navigate past this objection. This is where your objection handling skills come in crucial.

One of the most efficient ways to overcome an objection is to magnify it and let your prospect see through their reluctance that there is something for them to gain.

It is automatic of man to get interested in RECEIVING. If in handling the objection, you let your prospect see how much you are bringing on his table – in terms of saving him money or positioning him to earn more – he is going to be instantaneously interested in what you are saying.

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