RAB Insights

RAB Research Archive

Bringing up objections

Salespeople often are reluctant to bring up objections. They mistakenly think they will plant a seed of doubt in the prospect's mind.

Well, the reality is your prospect already has thought of several reasons not to do business with you, many of which are based on false data or a previous experience with another salesperson.

A salesperson that brings up objections wins credibility and gets to facilitate a dialogue about false perceptions, objections based on previous experiences, or simply fear of change.

If you want to win more business, bring up objections. It will set you apart and lead to an honest, productive conversation.

Source: Sales trainer/speaker Colleen Stanley