Ouch!! Just when the deal was put on the forecast, the buyer hears something that makes him nervous. A new question, fear or doubt emerges, bringing the deal to a halt. Most of the time, your buyer goes dark and you never hear from them again. If you’re lucky,
the buyer brings the objection to your sales rep. And the rep’s knees buckle as she fumbles the response.
No need to leave your reps out in the wild to fend for themselves. Every objection has an underlying cause. And most can be overcome. But buyers won’t trust your sales rep’s response, and flying an executive in doesn’t help. Let your customers explain, in their own voice, how they overcame that concern, or why that was never a concern for them. And BOOM!! Objection crushed.