how to handle objections

What sales training course have you been to where they DON'T teach you how to handle stalls and objections? But is this the real problem?What an Objection Really IsWhen a prospect objects to something you have put out there, it simply means that you have missed the mark. By 'overcoming/handling' these objections, you actually do more harm.I've seen sales people get into armwrestling matches over the wrong things because they were too eager to handle objections.Seeking ClarificationThe best thing you can do is "seek clarification." Ask the prospect to help you understand his objection/stall. We have a rule: What people say is not what they mean. So following that rule, even though they say"your price is too high" that many not mean what they're thinking.You Should Object to ThemThe fact is that in a selling process that's run the right way, you should be obecting to them because they have not earned their way onto your prospect list.They either don't have enough pain to make a change. Or they lack the funds. Or they lack the commitment. If they don't have one of those three then they aren't a prospect and you must move on.We try to keep these articles short and to the point, but if you would like futher clarification on any of the information or strategies discussed in our articles feel free to check out our website, http://www.caskeyone.com. Also, for more quick sales advice and training check out and subscribe to our free podcast, The Advanced Selling Podcast on iTunes.

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