Overcoming Objections

Think about your next meeting. What are the main objections put forth by the client? How do you intend to respond? If you have a clear-cut strategy for these concepts, then skip to the next section. If, on the other hand, you think that your way of handling objections will be a determining factor in the outcome of the meeting, then read on!

The two key themes covered under this topic are:

• 1- How to overcome an opposing stance adopted at the beginning of the meeting. This is an extremely delicate situation since the client in this case is clinging more to a negative prejudice rather than to a specific anomaly or defect. This section of the chapter will help you to better understand your client and put yourself in his shoes to give him a tour of your services.
• 2- The second part of this chapter focuses on ways to handle objections that you no doubt come across on a daily basis: "you're too far away," "I already have a provider," "it's too complicated," etc. In this case, instead of employing a number of different techniques, propose a method that can be applied to the large majority of objections that are wheeled out for salesmen and which may be used in nearly all scenarios. You will be armed with all the responses you will need - however strange they may seem - to ensure you don't get caught out.