TABLE OF CONTENTS Some men have thousands of reasons why they cannot do what they want to, when all they need is one reason why they can.
Willis Whitney,
Director, GE Research Labs (1880 1940)
Discuss how to categorize objections.
Learn the basic techniques of handling objections.
Improve ability to work with third parties and consultants.
Objection handling is a topic about which entire books have been written and is one of the pure sales areas with which an SE needs to be intimately familiar.
Every sales organization should have a list of the top 10 most common objections they face when selling. Along with the objection should be a standard, corporate-approved reply. Think of this as analogous to a frequently asked questions (FAQ) document for the sales force. It must be realistic and cover the hard questions as well as the easy ones. Entering a meeting thinking: "I hope they don't ask me about..." virtually guarantees the prospect will raise the objection.
| Hint: Create a List of Common Objections | If you don't have a written list of answers to the most common objections your organization meets, create one now. Collaborate with your peers, managers, marketing, and whomever else you need. Take the initiative and get it done now. |
Customers raise objections for many reasons. It is important to determine why an objection is being raised and its origin.
Contrary to first impressions, this is absolutely the best kind of objection to be...
