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Sales Training - Pre-empting Objections

Written by: Colly Graham

Article Overview: Stop the objections before they come up!

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Sales Training - Pre-empting Objections

Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting objections before the client can raise them, you decrease resistance.

For example: Want to think about it, you might say:

“I had one client who wanted to think about it and when he was taking his time to think the opportunity had gone you wouldn’t want that to happen, would you? ”

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Home > Sales > Colly Graham > Sales Training Preempting Objections
Article Tags: objection, objections, resistance

About the Author: Colly Graham
RSS for Colly's articles - Visit Colly's website

Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group

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