OBJECTION HANDLING
Accept the reality of objections at every step of the sales cycle; they go with the territory. In fact, objections are a good thing because they show that the decision maker is involved and is working through a thought process with you.
Some objections will be creative, but most objections you’ll encounter will be repeats. Your secret weapon is having an arsenal of ready responses so that you can deflect the objections and continue to move the process forward.
You will encounter eight key objections during the appointment approach process as well as throughout the entire sales cycle. It is better to field them early in the process so that you can reduce them to rubble right away:
1. The prospect doesn’t perceive the value
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