RAB Insights

RAB Research Archive

Objections are not negative

Nine out of 10 times, when sales leads say ‘no’ it doesn’t mean they don’t want to use the product or service. Instead, they say ‘no’ because they don’t have a compelling reason to buy.

An objection is a request from the prospect for more information on the product or service. Sometimes the prospect can’t visualize how your product can help them achieve their business goals.

It’s your job to focus on providing information based on the needs of your prospect’s business and explain how your product can solve a certain problem or produce a certain result for the business.

Once you recognize what an objection is, then you can overcome it. You should embrace objections, analyze them and reply directly to those specific areas of concern – never ignore objections, always address them.

Source: Sales consultant Patricia Jones