Objections are not at all bad for a salesperson wanting to improve himself. In fact, sometimes, they can do more good than harm.
As experts say, the more you meet, the more you feel the prestige of your position. After all, nobody would care to register objections over trivial things. Remember that the more difficult a job is, the better the rewards that await the person who does the job. Think of it this way. Would you rather be on top of the financial ladder where you are thrown plenty of objections? Or would you be at the bottom where it’s safe but the rewards are dismal?
Why Objections Are Important
Whenever a potential buyer airs his concern over a particular feature of your product or service, you are given the opportunity to redirect your sales presentation. You can now direct the attention of your prospects to the desirable features of your product and move his focus away from the undesirable ones. Chances are, your prospect’s objections will become your ticket to closing a sale.
They improve your sales skills in a certain way. The more you overcome, the better you emerge as sales professional. Once you are able to observe a recurring theme of some of the objections, you gain the ability to foresee them and take preventive action right away. Remember that preventive action is way better than corrective action. It saves the company time, money and perhaps the embarrassment of having to correct anything that’s possibly wrong.
Objections also make you inquisitive. You ask questions over what could be the bases. You gain valuable knowledge. This does not only include knowledge on how to improve your products and services. It also includes knowledge on how to deal with people’s objections.
How to Deal with Objections
When they are hurled at you, you should be optimistic about it. View them as signs that you are moving towards a certain direction – be it to success or to failure. In either case, you know your current situation. This will help you assess what to do to rectify what you’ve done wrong or help you improve some more.
You can also view the objections as challenges. No sales professional would stay on the job without facing some obstacles that help them maximize their full potential. After all, sales is all about challenges!
You can likewise see them as opportunity to grow. Once you are told what’s wrong with you or your idea, you gain insight as to where you should pick yourself up.
In sum, objections can turn out to be a salesperson’s best ally. This can only be true if he can see them in a positive light and use them to his advantage.