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If you're passionate about what you do for a living-and I hope you are-you're going to have to make a determined effort to maintain your composure when a prospect starts launching objections about your product, service, or solution. It's natural, to some degree, to take these remarks personally, but it's also essential to keep your sense of balance and perspective when you're feeling you're on the grill.
Don't shoot from the hip. Don't improvise. Don't pain. Follow these simple rules when a prospect tells you your specs aren't right, your price is too high, your reputation isn't good enough, or your quality is suspect.
Rule1: Remember, everything your prospect says has face value. Don't fight (internally or externally) with the individual who passed along the objection. Don't rebut. Don't get into point-by-point struggles. Take what follows to heart when you answer any objection.
Rule2: Compare the objection to your own history as a salesperson. Is this objection something that, historically, you have had not control over? Is it unique to this buyer? Odds are, this objection has something in common with one you've heard before. Ask yourself, "Have I ever sold to someone who told me this?"
Rule3: Analyze the objection. Is it reasonable? Would you make this objection if you were in your prospect's shoes?
Rule4: Look at the big picture before you respond. Remember, you don't have to sell every person you come in contact with to be ahead of quota. You just have to sell the right ones.
Rule5: Never offer judgments concerning the validity of the objection. Instead learn how to question the objection.
