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Overcoming Sales Objections Made Easier

Guest post by: Leanne Hoagland-Smith

Article Overview: What would happen to your goal to increase sales if you could overcome sales objections? Would you be better positioned within your sales process?

Overcoming Sales Objections Made Easier

Within the buying/selling process, sometimes there are sales objections or reasons why the potential buyer still prefers the “status quo” over the new “status quo” provided by your sales solution. My father many years ago shared with me that all sales objections could be categorized into one of these five buckets:

1. You
2. Your company
3. Your products or services
4. Your price
5. Your delivery

This list is intentionally ranked from most important to least important and reaffirms what I have identified as the 3 Sales Buying Rule or Axioms.

1. People buy from people they know and trust.
2. People buy first on emotion and then justify their decision with logic.
3. People buy on value that is unique to them.

So take a few minutes and begin to list all the sales objections you have ever heard. Then determine how you can keep these from happening as you walk through the sales process. By putting a lid on the sales objections buckets before the sales objections actually surfaces will help you not only build the relationship, but increase sales as well.

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Article Tags: increase sales, overcoming sales objections, sales buying rules



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