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Sales Solutions
A World Without Objections vol 8, issue #5
May, 2011

Imagine a world without objections. A world where everyone is interested, no one is too busy, and all are unhappy with their current provider. A world in which no one questions what you present, raises concerns, or disagrees with anything you say. What could possibly be wrong with such a world?


For starters, it would diminish your value as a salesperson -a huge part of which derives from dislodging a prospect from the grips of a competitor, or from the inertia of the status quo. Such activity involves dealing with all sorts of objections. Removing objections from the equation would make selling easier - so much so that it would either obviate the need for skilled, high-priced talent like you, or eliminate your company's rationale for paying you the level of salary, and offering you that aggressive incentive compensation plan they do. Anyone can "sell" a cooperative, passive, willing, prospect. The true pro gets paid for selling the uncooperative, the difficult, the challenging.

Next, you'd have less control over deals, and potentially close fewer deals. Why? Eliminate objections and you eliminate the one outlet prospects have to share their concerns about your offering and your company, as well as your opportunity to address them. Just because prospects cease voicing objections doesn't mean they cease having them.Objections reveal concerns, which - if not addressed - lead to discomfort, and discomfort leads to indecision. Which means no sale for you.

Lastly, you'd experience fewer boastable moments. Think about the satisfaction you get from turning a skeptical, uninterested, or difficult prospect into a customer. What are you going to boast about when every deal is a layup?


Knowing from experience what most prospects' objections are, be prepared to address them. Then, rather than hope that you never encounter them, encourage your prospects to give voice to their concerns. This is often easier in a one-on-one situation; when you're presenting to a group, some attendees may be reluctant to share their questions or concerns, fearing how they'll look in front of their colleagues. Help them open up by letting them know from the outset that you know from experience there's often a reluctance to admit one doesn't know something. This will allow you to both preempt objections before they come up, and address them when they do.

Good Selling!

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