Objections Aren’t Questions – Don’t Answer Them! ~ Pete Morrissey
- The prospect is stating their opinion. For them, at that moment it is true. Disagreement will only turn them off even more!
- People hate salespeople who don’t listen. Talking like you didn’t hear them will reinforce their belief that you’re not listening.
- No one likes questions that make them sound stupid. Need an example? “don’t you want to save your company money?” – yeah like that has ever worked to do anything except annoy someone.
Instead of creating confrontation, use your conversation skills to move forward in the sales process. Remember that unless there are two people engaged in idea sharing; there is no conversation.
If there is no conversation – their can be no sale. It really is that simple.