Bold and Classy Selling Tip - Hunt For Objections

Ever been fooled by a prospect that agrees with everything you say but then does not buy? We like it when the prospect appears enthusiastic and agrees with us.

Beware; prospects who do not voice objections are not really engaged in the process.

We are easily fooled into thinking it's a "slam dunk" when the prospects smiles, nods, agrees with us. Caution; sales are rarely made to a prospect without questions, concerns, or objections. Typically the sales person is caught off guard and cannot recover…resulting in no sale!

Hunt for objections early in the process.

Hunt for objections; ask: "What are your questions or concerns"?

Still hunting; ask: "How do you see this product solving your needs"? "What specific features or benefits do you like the most"? or "Is there anything lacking"?

Silence is effective…. Let the prospect sit in silence after they answer questions. They will feel compelled to speak. That is when you will discover the real objections or concerns and the sales process can begin.

Get excited and Hunt for Objections early in the process! Remember, until you find one… you are not in the game. Embrace Objections, they confirm the prospect is actively thinking about buying! Restate, Clarify then Answer Objections! Then present product features and benefits as the solution! OBJECTIONS = SALES!

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