How To Successfully Handle Objections & Sell MoreAs business owners one of our critical jobs is to be able to sell our ideas, product and services. And to be successful inselling, particularly during these recessionary times, we have to be able to handle objections from our prospects and customers.Very few objections are insurmountable and here’s a proven system for efficiently and effectively handling them easily. 

Step 1
Listen Carefully — Very carefully with full attention on what is being said and how it’s being said
Learn to accept objections for what they are… opportunities in disguise. They are:
·         a sign of an interested prospect/customer
·         with practice and skill, you’ll be able to overcome them (and without cutting your prices)
·         don’t interrupt or try to handle the objection immediately
·         listen extremely carefully to what they have to say and how they’re saying it
·         even when they finish allow extra time just to ensure they have really finished. 

Step 2
Make Really Sure You Fully Understand The Objection
Do this by repeating your understanding of the objection back to them:“So, if I understood correctly, what you are saying is………………………..” 

Step 3
Acknowledge The prospect’s/Customer’s Point Of View“
I can understand why you might say that. In fact, one or two other customers started by saying as much the same thing to me in the past 

Step 4
Answer The Objection
Continue from step 3 by saying something like:“……………. But what they found - and I’m sure you’ll find the same thing - was that…………………………." If they’re really objecting to the price, complete this sentence by using one or more approaches set out in the “How to handle price objections - successfully”, which I’ve included below. 

Step 5
Check That Your Answer Has Met Their Concern
“Does that make as much sense to you as it does to me?” 

Step 6Ask For The Business“
So would you like us to go ahead?”

If the prospect/customer still objects, go back to Step 1, and start again. If this fails, ask more questions to help you establish their full needs and the value of meeting those needs.