Fear of Objection

An objection is not a rejection; it is simply a request for more information. - Bo Bennett.

You have overcome your fear of rejection, made that call and are now actually speaking to your prospect. Now is not the time for a stunned silence, (precipitated by the shock of actually getting through), but a chance to start building the relationship you want. Don’t be embarrassed about the fact that you are selling something, but do be honest about it. There is very little more irritating in life, than callers who say ‘I’m not trying to sell you anything’, when it is patently obvious that they are.

You gather your wits, you explain why you have called and, (because you understand the value of questioning in a sales call), you have asked your prospect some pertinent questions and listened to the response. You would now like to make an appointment, in order to explain your solution to the prospect’s problem in more detail. The prospect says they would like to meet you BUT..

And your heart sinks. Mentally you start to beat yourself up and write this prospect off – they have an objection. You thank them for their time and hang-up. Nooooooo!!

In fact, objections are brilliant! Hurrah for objections! You now have the opportunity to enter into serious dialogue, or to know that it is not worth spending any more time with this prospect. The crucial bit is to be able to tell the difference. Treat every objection as a question and answer it accordingly, use it to provide more information about your company and your products, and gain more information about your prospect.

Once again, it all comes down to the way you look at things. Welcome objection, be pleased to engage with the prospect, and have confidence in what you do. Don’t forget that when making sales calls for yourself, you know more about your company than anybody else on the planet! Objections give you the chance to prove it.