Wednesday, October 31, 2007

Are you falling for objections?

"Think of objections as simply requests for more information," advises sales trainer Dr. John Brennan. "In other words, when the customer objects, he or she is simply asking, 'How do I justify this money?' 'How is this better than your competitor's product?' 'How have your other customers dealt with their price concerns?' 'Why should I buy the product from you, and not from your competitor?'"

Lady SalesDog couldn't agree more since this is a key part of her buying process: asking the salesperson questions to gather the information to logically justify the purchase.

So, take a cue from Brennan the next time you hear an "objection." Remember, it's just your customer's way of getting more information to make a buying decision.

Dr. John Brennan is president of Interpersonal Development LLC, a training and development firm. Visit John's website at http://www.interpersonaldevelopment.com.
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