Seven Keys When Handling Objections

Often when working with b2n sales people I get to observe the handling of objections. The best sales people are quite good in handling objections in a very positive matter – usually keeping the sales process moving in the right direction.

The less successful b2b sales people tend to display similar traits which create their less favorable results. Being able to observe these traits allows me the opportunity to help them improve their sales results by improving their handling of objections.

There appears to be seven key areas you must do correctly to advance a sales opportunity once an objection has been raised. Here is the list of the seven keys for handling objections successfully…

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Six Steps to Objection Handling

While I believe the best course of action is to be so open and honest in your communication with customers you actually minimize the need to handle any objectives. This means you have already brought up any possible objections during your presentation or interview and have gained agreement as to how to best handle it.

However, there are some surprises that pop up during any sales process. So you must be prepared to handle any type of objection the customer raises. I have found these six steps to be the best course for improving customer relations and moving forward – even with a major objection coming up.

Here are the six steps to follow…

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