I'd like to take just a couple of moments to hit this important topic. No matter what you are selling, you will get an objection. I am not going to try and go over all the possibilities as we will never get them all and most come down to some simple points.
1. most of the time an objection is indicative of a problem with the previous information. either you havent answered a question they have or they are unclear. if they have decided not to use your product they will tell you.
2. an objection is mainly a time to learn. if you use the objection as a place for you to gain understanding of the desires of the prospect you will do a far better job in actually closing the sale
3. you know the most common objections you are likely to encounter. Either by yourself or with a coworker practice the process of answering the objections. Make them hard, do give yourself an easy time because the prospect wont. If you run into price as a problem for you, you better have a good response (value of some other nature)
If you dont take the time to work through common objections away from your client you will learn by trial and error with your prospects and lose sales because of it.
Role playing is a dying artform, but make no mistake, it's a valuable artform.
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