Handling Objections and Closing the Sale
“Your price is too high!” “It costs too much!” “I can get a better price from a dealership down the road.” “You’re going to have to do better than that.”
Objections are a natural part of the selling process to be embraced, not terrified of. As I work with salespeople, I try to help them understand that if the customer they are presenting to is going through a process of changing their mind from, “I’m thinking about buying” to “I’m interested in buying,” it is only natural that during the process, conflict will arise in their thoughts.
That conflict is what we call an objection, and our job is to help them through the process. Knowing what to say to help eliminate or reduce the stress of making a purchase, will help you overcome the objections you encounter.
Join Bob as he walks you and your sales team through the art of handling objections and closing the sale.