News & Events
- October 19, 2019
- Posted by: admin
- Category: Blog
Objections should be dealt with in real time. They should not be gone around but rather dealt with directly and fully. Spend as much time dismantling the objection or satisfying it as you need. Only from there can you transition to pitching.
Ask the question as to whether the this satisfied or deals with their objection. Only then can you move forward when they say yes.
The goal is to surface objections in qualifying rather than in the close. When objections are surfaced in qualifying you can deal with them one by one and then move through the pitch towards a close. The client will view dealing with objections in qualifying as merely the AE being consultative, but when it is in the close, the client views it otherwise.
Common objections include: