Unfortunately, part of being in sales entails hearing objections from your prospective customers. While many times the objection can be demoralizing to you, the sales person, it really is simply a statement by your prospect that they don’t yet see the value in what you have to offer. The key word is ‘yet.’ It is your job as the sales professional to find a way to overcome that objection and show the value to your prospect so they purchase from you.
Think about the rejections you often encounter in the dealership industry - “Your price is too expensive,” “We just don’t need it right now,” or “I’ll just go tent camping instead.” Each of those statements give you a glimpse into what matters to the prospect and where you missed in delivering that value to the prospect on the initial presentation.
After years of sales experience, participating in sales courses, and shadowing some very successful insurance agents, I want to share what I’ve seen as the best way of handling objections: the Feel, Felt, Found method.
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7 окт 2024
