It’s a rookie error to assume that a sales objection means something went wrong. In fact, sales objections are a normal and healthy part of the sales process. As John Barrows noted, “Objections are buying signals. If someone shares an objection, it means they’re engaged. You’re still in the game.”
Here’s more good news: The list of possible objections is surprisingly small and breaks down into five basic categories. Here’s an objection handling template that has scripts and an exercise to help you prepare for the sales objections that will inevitably come.
5. Tailor your closing approach to each specific deal
There’s no one way to close a sale. Experienced sellers have a range of closing techniques in their back pocket to use when the situation calls for it.
For example, one closing technique is an assumptive close, where afghanistan phone number list you move forward under the assumption that the prospect wants to buy. (“How many products would you like?”) Another technique is the puppy dog close, where you offer your prospect the chance to test your product out, much like a pet store might let you test a puppy out, knowing that you’ll fall in love. Get the full list of closing techniques here.
Mindset sales tips
These sales tips are all about taking a step back to embrace the seller’s mindset, so you have the integrity, sense of calm, and mental well-being to build trust.
1. Be impeccable with your word
This sales tip is actually ancient advice from the book “The Four Agreements,” which describes a moral code to live by.