Why Asking for Objections Helps Close More Deals

There are two types of sales people… professionals in amateurs.

Most sales people are amateurs, with no real selling skills or knowledge.

There is one very good reason for this…

Amateurs hate hearing objections, whereas professional sales people hunt for objections!

Why Objection Hunting is a Good Practice

Think about every time you buy something for yourself, and had to think about the decision for more than three seconds…

What made you have to stop and think about that decision?

It’s because you had questions or concerns!

And what are questions and concerns? They’re objections!

Everybody has questions and concerns when making a purchase, especially a major purchase.

It’s the sales person‘s job to handle those questions and build Certainty.

So if you start thinking in terms of handling concerns in building certainty early in the sales cycle, you have a chance to speed up the sales process!

How to Pull Out Objections Quickly

Pulling out objections is a lot like fishing…

You need to be constantly asking what questions and concerns the buyer still has before they’re ready to make a decision.

If you read my blog on trial Closes, this is exactly what you’re doing throughout the entire sales process!

Here’s some examples:

• “What other questions or concerns do you have before you can make a decision on this?”
• “Is there any other reason you wouldn’t move forward with this today?”
• “Have you seen enough to make a decision?”

What you’re really doing is asking them what barriers they still have up before they will buy your product.

Their answers to questions like these will not only give you red herring objections, but they will bring you closer to the real barriers.

Once you know what the real objections/concerns are, you can handle them and build more certainty!

Why This is Important

It’s as simple as this, people will not make a buying decision if they still aren’t certain that that product will solve their problem.

As you can probably see by now, if you have to handle concerns and build certainty anyway, it would only make sense to search for these objections and handle them as quickly as possible!

This is how you can speed up your sales cycle, provide better service to your customers, and close more deals!!

-Jake Martincic