Overview

We spent our entire telecommunications budget...honest.

That was a wonderful presentation...but I d like some time to think this over.

Good demo...but I d like to talk this over with my people.

Your price is too high.

I d like to wait till business gets better.

Sounds great...but we re satisfied with our existing long distance carrier.

Not right now...but can you send us some information on your company.

We re looking at a number of other telecommunication solutions.

We d like to shop around.

I m concerned about your company s long-term commitment to the industry.

Get back to me in about 3 months...we ll be ready by then.

After years of selling telecommunication products and services, just writing down the above objections makes me sick. The objections bring back painful memories of the times, especially when I was a rookie, when I seriously thought that I had a legitimate shot at closing a sale.

If you ve ever been in a position where you believed that you had invested a lot of time and energy, and had earned the business you were seeking, only to hear one or more of the above objections, then Step 6 is for you.

In this chapter we will:

• Discuss the different types of objections.

• Learn how to recognize phony objections.

• Learn how to find out the real objection.

• Review the process of handling objections.

• Identify and practice handling the two most common objections in the telecom industry.

Types of Objections

The first step in understanding how to overcome objections is to...