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Objections are Opportunities

The essence of sales is handling objections and truly understanding how you can help your prospect meet her needs.

Objections, also called sales objections, are generally defined as prospect questions or hesitancies about either the product or company.

By embracing your prospect’s objections and handling them effectively, you will inspire his trust, confidence, and loyalty.

There are specific points during the sales process where these objections are more likely to occur: when you are first trying to make contact, when making a sales presentation, and when you are attempting to close the sale, or make a trial close.

Acknowledge objections as they arise.

Types of Objections

The main types of objections that you may encounter in sales:

Product objection
Source objection
Money objection
Satisfied objection
Think about it objection
Price objection

There are six strategies that can help you handle virtually any objection:

View the objection as a question
Respond with a question
Restate the objection before answering
Pause before responding
Use Testimonials
Never argue with the prospect

Objections in a Job Interview

Focus on the positive and keep your answers professional.

Prepare for the interview, understand the company’s needs, and demonstrate how you can meet the needs.

Objections are often more like hidden objections, they are not openly stated during the interview.

Take advantage of every opportunity to demonstrate your interest and enthusiasm for the company.

If you don’t hear back from the employer or recruiter within the specified time frame, it’s recommended that you call and follow up.

Failure is a positive experience because it helps you avoid repeating mistakes.