When I talk here about the ” Resistance to Change” objection I do not mean a competitor objection. I say this because it can sometimes prove very difficult to tell the difference. The prospect may choose to verbalise both objections by giving the salesperson very similar answers i.e. “I am happy with my current supplier”.
Competitor related objections often prove to be some of the more difficult objections that salespeople have to deal with. This is borne out by the fact that a lot of sales trainers continue to preach wishy-washy sales advice that merely skims the surface, rather than deal with the issues involved.
I have been really busy of late, so apologies for taking so long to follow up on my original post on handling objections. The first commonplace objection that I would like to talk about as part of this series is the “price objection”
Today I’m going to start a new series of blog posts about handling and overcoming common sales objections. The title for each post will be “Dealing with Sales Objections” followed by the particular objection that will be tackled as part of that post.
Before I start, I think it’s important to point out that there are no hard and fast rules when dealing with sales objections, anyone who tells you otherwise is frankly talking through their bum. There are however some general rules of thumb that you can apply.
