The average salesperson is unable to listen to what the prospect is really saying and then respond effectively. On the other hand, great salesperson can turn a “no” into a “yes” on a consistent basis because they welcome and anticipate objections. They know that a “no” is a natural part of the sales process.
So when come across objection, follow the steps:
1. Hear the objection
2. Acknowledge your prospect
3. Then ask a question
4. Keep asking questions until the objection is over
Make an extensive list of all the possible objections that relate to your product/business opportunity. Role-play with someone over and over again with the above 4 steps until you can respond quickly and correctly no matter what you’re thinking or feeling.
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