PPB November 2018

Prospects will say “no” in different ways. Use these powerful techniques to turn the conversation around. by Jeb Blount Four Types Of Objections That Derail Salespeople “ N o ” may be a small word, but for salespeople it’s the most dreaded word in the English language. Nothing causes your heart to sink quite like hearing “no” from a prospective customer. This is true not just because it foreshadows a negative impact on your income, but also because it’s incredibly painful to hear. There’s no way to avoid objections. They’re going to happen. What you can do is learn how to rise above the emotional disruption they cause and, hopefully, save the sale. There are four types of objections encountered in the sales process, and they occur at various points in the journey. They can stop a sale before it ever gets started, derail your efforts in themiddle of the conversation or shut down the deal after weeks, even months, of hard work. The good news is that when you arm yourself with an arsenal of turnaround frameworks, you can face these roadblocks, get past them and move onto the next stage. 58 | NOVEMBER 2018 | GROW