Working in sales, it’s not a matter of if but a matter of when you’ll receive objections from clients or referral partners. We choose to see these as performance moments and an opportunity to prove that you’re a true professional.
“Money changes hands when problems are solved. The more problems you solve, the more money you make.” – Dr. Bruce
There are five common objections salespeople get in housing, banking, insurance, and financial services:
1) Money = Investment (never compete on price but on value/quality)
2) Timing = Momentum (we lose momentum every day we don’t take action)
3) Shopping = Compete (what makes you a must-have compared to others)
4) Have Someone = Second Opinion (glad you’re loyal but it never hurts to get a second opinion to make sure you’re get the service you deserver)
5) Not Decision Maker = Ask on the front end (is anybody else involved with making this decision?)
You won’t always be able to “overcome” every objection but you should always have something to say to “handle” the objection. This is critical to your long-term success from a salesperson to a closer. Every sale is situational or different, but in many ways they are the same…. ________________________________________________________________________________
Interested in hiring Dr. Bruce to speak? www.brucelund.com
Interested in 90-Day Sales Coaching? www.90daysales.com
