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Objections

How to answer customer objections ?

Introduction

After presenting your solution and offer to customers, you will most probably receive some objections. That’s part of the game!
Receiving objections does not mean that you have done something wrong in your sales approach.

The best way to handle an objection is to:

  • LISTEN. Stilly receive the objection and admit you can understand customer’s position (empathy)
  • UNDERSTAND. Characterize customer’s objection and ask if other parameters would limit his adoption
  • RESPOND. Provide a solution for each of the objections, it should be based on real facts and remind benefits brought to customer
  • CONFIRM. Get confirmation that the customer is happy with your answer and objection is uncovered.