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Sales Tip of the Week: Handling Objections for Success

You may have perfected your sales pitch, but don't be fooled...you will not succeed in closing the sale unless you handle objections correctly. The most polished sales professionals can lose the sale if they stumble by providing an unsatisfactory answer to an objection raised by a client or referral source. The good news is, you can learn from the past and become better prepared for the future.

The "Law of Six" says that the number of objections to your product or service is limited to no more than six. So, it's critical that you identify the six objections that hurt your sale most often...and be prepared to provide a satisfactory answer to those objections.

Here's a quick exercise to prepare you to handle your 6 Objections:

1. Think of the objections you face consistently 2. Get out a piece of paper and make a list of the objections in order of priority on the left side. 3. Now, write thought-out, persuasive answers to each objection on the right side. 4. When addressing your potential client or referral source about one of these objections, use the "Feel - Felt - Found" Method:
a. I understand what you're feeling...
b. Others have felt the same way...
c. They found this solution...

This method will help you prepare to handle objections effectively and close the sale! Best of luck!