By Cliff Kiel, Purchasing Power’s VP of Channel Management. Connect:  

Overcoming objections is a major part of the sales process. Regardless of the product you are selling, customers usually have questions about the price, how your product compares to the competition and product support. Any one of these questions can turn into an objection that the sales professional will need to answer on the way to closing the sale.

To overcome objections, you must first have established mutual trust and confidence and let the prospect know that you are there to be both an advocate and a consultant. If you can establish the rapport it will assist you greatly. Most sales trainers will tell you that the best way to overcome an objection is to address it directly, but first, make sure you have a chance to present the product’s “added value.

Share this Article:
  • Twitter
  • LinkedIn
  • email
  • Facebook
  • PDF
  • Add to favorites