Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability

Most salespeople fear objections and do their best to avoid or dodge them. Yet objections are a sign of interest and should be surfaced at every opportunity.  They come in different sizes and for different reasons, but in all cases, an objection or negative comment can only be capitalized on if it is explored in detail. After all, some objections are harmless, a few are hurdles to overcome, some are almost buying signals; sometimes objections are raised simply because the customer wants attention. There are bona fide obstacles that you may or may not have the products/services to solve or negotiate away — discover how to handle the tough ones.

That’s why it is critical to explore every objection, and to dig deep to ensure your understanding. Tactful, in-depth questions help you: (1) make sure you have surfaced each hurdle; (2) define the objection or its source; and (3) provide an appropriate response.  Once resistance has been removed or overcome, gaining commitment or closing is a logical next step.

This course covers a variety of techniques for handling objections or resistance and a menu of closing techniques to help you gain commitment. While all sales skills are important and connected in the consultative selling process, leveraging objections and gaining commitment are often keys to winning the business.