From the course: The SPIN Selling Methodology

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Dealing with customer objections

Dealing with customer objections

From the course: The SPIN Selling Methodology

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Dealing with customer objections

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- An inevitable part of a sales process is receiving objections. If you don't receive any objections, then it's likely the prospect isn't taking it seriously, and isn't truly considering progressing, or they're hiding something which is even worse. You never know, it may be a perfect fit, but I'm always worried when nothing comes up at all. It's like in a scary movie when it's quiet, too quiet, just before the monster jumps out. So you've encountered objections, and I think that's a good thing. It means the prospect is really thinking about using or buying your solution, and they want you to tell them it's okay. One quick thing to say. If you receive a genuine and valid reason not to buy your product, then that needs to be accepted. Deal breakers are deal breakers, and that's life. Don't waste your time and annoy the prospect. Move on. But that's only if it truly is a deal breaker. Rackham says, there are two types of objections. The first is value. When the prospect isn't convinced…

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