March 15, 2002, Newsletter Issue #35: Your Honor, I object!
Tip of the Week
If you´re in sales, some days seem filled by one customer
objection after another. How do you handle them?
Remember that your customer is looking for satisfaction to
the objection, not a debate. Find ways to satisfy the
objections. Make it clear to the customer that you
understand what´s being said. Listen for clues that clarify
the real objection. Clearly explain how you intend to
resolve the objection.
Look at objections as an opportunity. Once you´ve satisfied
your prospect´s objections, you´ll be appreciated for the
time and effort you´ve invested -- and usually rewarded
with a customer order.
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