Handling Sales Objections: Be Proactive

By ILSTV Staff on Mar 14, 2011 in Ask The Expert, Canadian Insurance, Featured, In The Office

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Handling Sales Objections with Todd Hochban (Part 6 of 6)

Be Proactive

Objections can be minimized by salespeople. One of the most effective methods to minimize objections is to deal with them proactively during your sales presentations. With experience, you will become familiar with the common questions and objections. Building answers to these into your presentations will remove the prospect’s need to ask. Try not to water down or hurry through your presentation. Using a presentation template and sticking to it will pay dividends. Oh and finally, you will not win them all. Some prospects are not ready to buy from you today. Ensure you keep the door open for future opportunities.

We hope you enjoyed this series from Todd Hochban. You can find the previous episodes here:

Part 1: Handling Sales Objections: Common Objections

Part 2: Handling Sales Objections: Build Value

Part 3: Handling Sales Objections: Feel, Felt, Found

Part 4: Handling Sales Objections: Begin with Empathy

Part 5: Handling Sales Objections: Educate Prospects