Effective Selling

8. Handling Objections

Isolate and test the objection by asking if the prospect has any other concerns about your product. Then deal with it.

8.1 Acknowledge the validity of the prospect's concern: 'You're right to ask about quality.'

8.2 Tackle the objection directly and from the customer's perspective. Do not simply re-hash your sales pitch.

8.3 Talk about the specific benefits of your product as they relate to the specific needs of this individual customer.