Do you ever hear objections when you are presenting your products or service to a prospect? Good! Because, as Carson McKee points out in his closing tips post that means you are moving towards a closing.
Objections are the next best thing to closing the sale. That may sound crazy, but it’s true – by stating objections the prospect is actually telling you how to close them.
Unfortunately, we often get discouraged by objections and our confidence begins to wane. Like Carson suggests, quite to the contrary, it is at this point that you should begin to listen to those objections, build trust, and understand that the prospect is telling you what will make them a buyer.
(Via Direct Contact Blog.)