Main rule for Handling Objections

Perhaps as much as any other Salesman, one who has to sell a very expensive management service to people who think they do not need it.

So as you can imagine all sorts of objections are raised, all sorts of resistance is thrown at such a salesman.

Reduce the method of handling objections to one main rule.

No matter what the objection is, how trivial or how serious, A Salesman should follow this rule before he even attempts to answer it.

And many times, in fact about nine in ten, answering the objection isn't neccessary!

This Rule is...

When you are making a sales presentation and are outlining the uses and the benefits of your product, if the customer stops you and brings up an argument, my suggestion is that you 'Pass it up! Too many salesmen seem to be in too big a hurry to answer questions and overcome any particular sales resistance.

Maybe if Salesman if they weren't in such a hurry to answer the questions they would find that the question would never be asked again.

"In other words, too many salesman forget tht they are in there to give a coherent sales story and instead seem to think that they are in there to answer objections."

Of course, there are times when the objection must be answered. That is the second time the customer brings it up.

but the First time, regardless of the objection, follow the Rule: "pass it up!" Maybe it will die down of tis own accord and you will never need to handle it at all.