When To Handle Objections

"Should I handle the objections during the time of the sales presentation OR ask for another appointment to answer the objections?" -- Harriet Mpora

When possible, handle common objections prior to your presentation in pre-sales materials, then again address in your presentation, and right before your close. Always seek to address objections before your prospect asks them -- but almost never in another appointment.

Why handle objections for the prospect?

A well developed presentation will answer the common questions your buyers have about what you offer. This includes addressing common objections before your prospect has the opportunity to bring them up. It addresses concerns and reasons to take action today.

By addressing objections in your presentation, you provide a more complete message and connect at better relevance. If possible, you'll deliver this in a dialog manner in person, or through your sales copy if using the mail, Internet, or multiple media.

There are specific objection handling points depending on your solution, how many contacts you had before the appointment, and how you do your presentation. The key is to know that objections only come from someone interested in making a buying decision -- coming back later only delays their problem being solved.

If you don't get an immediate "Yes", you still might have some objections. Address these objections right there, don't schedule a future meeting because that might mean you'll have to start all over building buying momentum.

There are many ways to handle objections, that's a topic for another time. Just remember, handle your objections before your prospect asks them, then immediately there after, they wouldn't ask if they weren't thinking about buying.

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Posted by Justin Hitt at July 20, 2010 7:17 AM  Subscribe in a reader

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