From the course: Following Up after a Sales Meeting
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Anticipate objections while following up
From the course: Following Up after a Sales Meeting
Anticipate objections while following up
- So, how do you respond to a prospect who is engaged, but has some objections? Well, the first thing you need to do is identify those objections. But interestingly, some of the most common objections are not always apparent. What might seem like a real response to you like, "I'll think about it," or, "Send me some more information," is actually just a brush-off. So, the first step to having a successful followup is to identify a brush-off for what it is, an objection. A request for more information is sometimes an objection. A request to connect at some other time is also sometimes an objection. A request for a discount because it's too expensive is an objection. And the worst, not hearing from them at all, silence, is also an objection. I'm going to share with you the biggest tip that will change the way you approach objections, and that is, listen carefully. The best way to overcome objections is to not overcome them. I know that sounds a little like something Yoda would say if he…
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