Successful salespeople understand they must ask questions to help prospects and customers overcome the biggest killer of all sales: FUD (Fear, Uncertainty, and Doubt), in the mind of your customer or prospect, also known as objections. An objection is any concern of a prospect or customer, either stated or not, that can keep you from closing a sale or moving an opportunity forward. The next time you hear an objection from a customer or prospect, ask about it and don't defend it.
Here are some questions you might find helpful when dealing with customer objections.
Objections are concerns. Ask about them. Work to understand what your prospect is thinking, and everyone will benefit!
Join us in our interactive Overcoming Objections workshop as we explore ways for you to overcome FUD in the minds of your prospects and customers.
Stay updated on our news and events! Sign up to receive our newsletter.