I ran a workshop this week on Sales Objections and it got me thinking about 2 trains of thought there are about customer objections. Some sales experts believe that objections are good and are signs that the buyer is interested in your offering and that you should be pleased. Whilst I don’t disagree completely I find it hard to be ‘pleased’ about someone objecting to my proposition.
Another view is that a buyer doesn’t go into a buying situation with pre planned objections and they are only raised when the seller says or does something to raise doubts and concerns. Again, there are elements of this thinking that I buy into and some I don’t. Continue reading