289 - Is overcoming objections part of your job?

You've learned to overcome most objections during the discovery part of your sales process.

However, there are aspects of your services /products that provide value that most people don't understand.

A confused mind will not make a decision.

I often hear insurance and real estate professionals in networking meetings say, "You know what I do."

NO, WE DON'T.

Not everyone understands all the services or products you provide.

By asking the right questions and listening to their needs you will be able to move them through your sales process or know when to let them go.

Listen to objections to understand, not to pile more features of your services on them.

Don't keep pitching to a client who has no need for your services.

If you can not address their objection immediately, let them know you are not the right fit for them.

Say it before they do.

Don't overcomplicate the situation with lengthy excuses.

Let them see that you work with integrity so that, even if they don't buy from you, they will still refer you.

When they say no, they often mean not yet.

Don't miss that moment to let them go.

The only thing worse than not overcoming objections is overcoming them poorly.

Do you struggle to overcome objections?

#sales#entrepreneurship#business#insurance#realestate