Sales objections are a normal (and valuable) part of the sales process. They show that your customer is still engaged. Instead of trying to “overcome” objections, focus on working through them to build a stronger relationship with your prospective clients.
Follow this five-step approach:
- Listen fully without interrupting.
- Acknowledge the concern genuinely.
- Ask clarifying questions to uncover the real issue.
- Respond clearly with honest information.
- Use a trial close to confirm understanding and next steps.
Objections often relate to price, timing, need, or loyalty to a current supplier. Anticipating and addressing these early can build confidence and trust. The key is to stay positive, prepared, and focused on helping your customer, not just making a sale.
Want to go deeper and practice these skills?
Join Herb Peacock, a seasoned sales professional and lecturer at Iowa State University, for a full-day, hands-on workshop on July 8. Get tickets to learn proven strategies to address objections, build trust, and convert more opportunities into closed deals. Early bird registration closes on June 11, with group registration starting at $474
Watch the May 29 Sneak Peek Webinar for a preview.
For more information, contact CJ Osborn at cjosborn@iastate.edu.