Lenann McGookey Gardner

Handling Objections Effectively – Steps Eight to Ten

Some objections are just limitations of your approach. If so, don’t try to make the prospect wrong by denying that. Perhaps you can put this limitation in a context that will minimize its impact, however, and if you can, you should. For example:

“You’re right, going to a different manufacturing approach for that will require some downtime on the line. The question is whether the increased strength of that crucial component part makes it worthwhile to invest valuable time in the changeover.”

If an objection is a show-stopper, acknowledge that. Not everyone is a prospect, right now, for your services or product.

Remember that objections never go away because you ignore them, or because you try to “pile up” other benefits. Prospects only need one reason not to do business with us! Treat every objection and every objector with respect.