CLIFFS OBJECTIONS

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

CLIFFS OBJECTIONS

Here is the CliffsNotes version of overcoming objections to carry in your wallet. You’ll need a big wallet.

1. Listen to the objection and decide if it’s true.
2. Qualify it as the only one.
3. Confirm it again, in a different way.
4. Qualify the objection to set up the close.
5. Answer the objection so that it completely resolves the issue, and confirm the resolve.
6. Ask a closing question, or communicate to the prospect in an assumptive (I have the sale in hand) manner.
7. Confirm the answer and the sale in writing.

REMEMBER: An objection may actually indicate buyer interest.