No may be a tiny word, but for salespeople it’s the most dreaded word in the English language. Nothing causes your heart to sink quite like an objection from a prospective client. This is true not just because it presages a negative impact on your income, but also because it’s incredibly painful to hear. It’s no coincidence that “objection” rhymes with “rejection” — and the latter is one of the deepest, darkest, most primal human fears.
There’s no way to avoid objections. They’re going to happen. What you can do is learn how to rise above the emotional disruption they cause and, hopefully, salvage the sale.
There are four types of objections you encounter in the sales process, and they occur at various points in the journey. They can stop a sale before it ever gets started, derail your efforts in the middle of the conversation, or shut down the deal at the end after weeks, even months, of hard work.
The good news is that when you arm yourself with an arsenal of turnaround frameworks, you can face these roadblocks and get past them so you can move onto the next stage.