Sales Scripts that Sell, Second Edition

Overcoming Buyer’s Block: Understanding Pays

Objections pop up regularly during seller-buyer interactions. Sometimes it appears to you as if the buyer pulled the objection out of thin air. Other times you imagine the buyer working overtime in an effort to come up with a major sales block to throw your way. You can even see the buyer standing there, a half-smile on his or her face, looking at you confidently and thinking: I’ve got you now. That objection is more trouble than you’re able to handle. Heart-burn sets in. Your head throbs. And you think about changing professions. But objections are sales blocks only if you let them get in the way of a sale. Handled effectively, and answered adroitly, objections can actually help you clinch a sale. ...