Sales Objections Are Good For You

Back when I was juststarting my sales career, I’d come home at night, a little dejected, and tell my wife that I could sell a lot more if the prospects didn’t have so many objections that I wasn’t prepared to overcome.

It would have been a heckuva lot easier if, just once, a prospect would say, ” I thought it would cost more. Would you mind if I paid double that price ? “

That never happened and probably never will.

But it did teach me that my job as a saleman was not to sell, but to overcome objections. And the best way I know how to do that is to learn everything I can about my product and everything I can about the possible objections that a prospect might have to my selling him that product.

A little knowledge of human nature and some neurolinguistic programming are good to throw in there, too.

Stephen Pierce said it best - ” Knowing what people are buying will make you a living. Knowing why they’re buying will make you rich. “

Think about objections like this - If nobody had objections, anybody could sell. Then there’d be no sales force, just order takers.

Taking orders will make you a living. Being a sought after salesman will make you a lot more than a living, because the laws of supply and demand apply to salemaen just like products.

Even more important that that, for me at least, is the sheer joy of selling. I absolutely love selling someone something they need or want.

If that process was difficult, the victory is even sweeter.

Fighting against and winning the battle over the objections is what makes selling so much fun.

Fighting with customers is a losers game. Fighting against objections and winning keeps you alive.

It’s addictive. When I’ve gone a while without a good sales battle, I find myself looking for one. Fotunately, I never have to go for a long time or look far for a good fight in my industry.

Some salesmen never get to the point of being able to overcome objections and feel that sweet victory. That’s too bad, ’cause there’s not much, in the business world, that’s as sweet as a sales victory snatched away from your competition.

Over the next few posts, I’ll try to think of some ways that I’ve seen objections overcome.

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