The Greatest Fear of All Part 2

In the previous we highlighted the main fear of sales people – the fear of handling or managing objections. In that post, I touched on how this fear paralyzes a sales person to perform and give their best pitch. More often than not, we tend to view objections as something daunting. However, I have good news for you! Objections can actually be something to be welcomed rather than resisted. In this post we will identify the nature of objections and the two “misses” that might be obstructing you from reaching your full sales potential. Lets go! Firstly, you must recognize an objection when you hear it. Most objections fall into one of four categories: Product or Services The individual objects to some aspect of your product or service. Price The individual thinks your price is too high. Postponement The individual wants to avoid an immediate decision. Personal The individual doesn’t like your personal sales style or your company.   Hence, our objective is to measure the degree of opposition so that we can best respond to it. Objections come in various forms. For example, objections can come in these three norms: Questions “Don’t tell me it’s a direct selling business again???” Expressed They state it. Unexpressed They don’t even state it at all. eg. not interested without giving a reason, or someone doesn’t return your phone call for a long time eg. after you send them a brochure, letter, etc   Many times we are unaware that we caused the unexpressed objections ourselves. It happens as we fail in some key communication principles, a failure in articulating well enough or because we were not alert to notice...