OVERCOMING OBJECTIONS:
Most sales stringers teach salespeople how to overcome objections. They say, "If the prospect says this then you respond with this." The problem is the prospect does not often follow the script.

Reality is you cannot overcome objections. You may minimize them in the prospect's mind so they become unimportant. You do this by turning the objection into a question and then answering the question.

If you do it the way the average sales educator tells you to do it the interview becomes a contest between you and the prospect.

The prospect brings up an objection and you answer it. That starts the contest. You say or think, "OK, I answered that one now how about throwing me another one."

PROSPECT: "I never take pills or capsules."
YOU: "I understand, others have told me the same thing. In your opinion do you feel you would like something to help you safely increase your energy, stamina, and weight loss?"

Words are important! Never use the word "think". People do not buy logically. They buy emotionally only. Always use the first part of the sentence above with the words "feel" and "opinion" in it. No one ever asked anyone's opinion. Everyone has an opinion on practically everything even if they know nothing about the subject. Most people will respond favorably to you with this type of question even if they do not buy. You never want to burn a bridge. You always leave the prospect with a good feeling about you and your company.

As you gain experience you'll find that there are only about 10 objections that people can raise. Figure out how to change those objections into questions. It takes a little effort but it will pay off handsomely or beautifully depending upon your gender.

My sales course, (persuasive speech) has three sessions on objections. My problem is that I cannot figure out how to briefly put them into the Blog. There is too much that leads up to those sessions. I am still working on that problem.
Bob