| Course Overview | What’s your current attitude to receiving objections? How do you react?
Objections are (temporary) barriers to moving forward. They need to be overcome or neutralised before you are able to progress.
To handle objections effectively, the real and underlying motive needs to be dealt with, and what the customer openly states may not be an accurate guide to that real cause.
We look at the following four underlying causes of objections and how to work through them:
1) Positioning (Tactics)
2) Disinterest (No reason to listen).
3) Mistaken (Not true, but considered so).
4) Genuine Deficiency (at least in part).
Objections occur when the flow through the sales cycle gets blocked.
To progress a sale we need to find out just where the “blockage” is occurring and deal with it before moving forward. Just because a customer says something, it does not necessarily mean that is the point of blockage.
Objections need to be tested for the real cause if they are to be successfully handled.
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