ns than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting beating the prospect into submission withIf you have ever had the pleasure of attending classes in the fine art of making sales, you will remember that a very important section is “Overcoming Objections.” In class the trainer gives students two lists; frequently used objections and scripted responses for each objection. The trainee is required to memorize the responses and parrot them back whenever the trainer throws out an objection. I attended this type of class in a previous career back when I was a door-to-door encyclopedia salesperson on summer vacation from college. Some vacation!

Since then quite a few years have passed and, over time, I found there is a better way of overcoming objections than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting beating the prospect into submission with

class the trainer gives students two lists; frequently used objections and scripted responses for each objection. The trainee is required to memorize the responses and parrot them back whenever the trainer throws out an objection. I attended this type of class in a previous career back when I was a door-to-door encyclopedia salesperson on summer vacation from college. Some vacation!

Since then quite a few years have passed and, over time, I found there is a better way of overcoming objections than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting beating the prospect into submission with

d parrot them back whenever the trainer throws out an objection. I attended this type of class in a previous career back when I was a door-to-door encyclopedia salesperson on summer vacation from college. Some vacation!

Since then quite a few years have passed and, over time, I found there is a better way of overcoming objections than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting beating the prospect into submission with

son on summer vacation from college. Some vacation!

Since then quite a few years have passed and, over time, I found there is a better way of overcoming objections than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting beating the prospect into submission with

ns than memorizing scripted responses. The better way is to eliminate those objections before they occur. I’m not suggesting beating the prospect into submission with a baseball bat, but integrating probing questions into the conversation to find the prospect’s needs, preferences, dislikes, and deal-killers and using that information to customize the offering as much as possible to fit the prospect’s preferences.

A typical sale goes through a number of steps or phases from the introduction to the discovery of needs to the creation of a proposal. Normally the salesperson talks, the prospects listens then after the proposal is delivered, the objections start appearing. Usually they are pretty predictable, centered on price, terms, quality, esthetics, and timeliness. So, after a great deal of time and energy is spent going