Overcoming Objections | Sales Leadership Speaker | Sam Silverstein

In his article Eliminate Objections and Increase Sales, Sam Silverstein, Sales Leadership Speaker, explains the three steps to overcoming objections from sales prospects and closing the sale. 

Are you prepared to overcome your prospects' sales objections?

Here are three steps to better overcoming objections and closing the sale:

1. Bring Up The Sales Objection First

If you know specific sales objections come up a lot, you should bring it up before your prospect can. This will disarm them of these sales objections, and if you deal with it properly, you will be proactively overcoming objections before they arise.

For example, if you are selling a home and there are power lines nearby you might talk about the fact that the power lines are on an easement and this extra land behind the house will provide a buffer creating a quieter and more enjoyable back yard.

No one is going to miss seeing the lines back there. Beat the prospect to the punch, and turn possible sales objections into an advantage.

2. Know Your Business Competition

If you know your business competition, then you will also know some of the issues that your prospect will be thinking about.

Let’s say you sell health insurance, and your price is a little higher than that of your business competition. Your health plan includes some Term Life Insurance and the competition doesn’t. With this information you are prepared to overcome a possible price objection.

It is not enough to be well versed on the features and benefits of your products; in your preparation for overcoming objections, you must know your competitor’s features and benefits as well.

3. Know the Main Sales Objections and be Prepared

Most sales professionals hear the same sales objections over and over. You should know all of the possible sales objections that you will hear and have a prepared way of overcoming each one.

Take the time and do your homework to learn the most common sales objections. List all possible ways of overcoming objections. My clients that are in a Mastermind Group share possible solutions among themselves so that they are best prepared to deal with all sales objections.

There is a difference between sales objections and a conditions.  Objections are based more on opinion. A condition is a situation that can’t be changed in the short term. The only condition that should keep you from making the sale is if your prospect doesn’t have any money or doesn’t have a way to get funds or financing.

Some people see sales objections as barriers or stalls. You should be adept at overcoming objections by working proactively so that you are prepared, and you will be on your way to closing sales and Building A Better Biz!

Read Sam Silverstein's full article about Overcoming Objections.