Business and Money Tips

Sales trainers like to teach people the concept of overcoming objections.  To me, objections are a waste of time. When salespeople start overcoming objections, they are placing themselves in conflict with their customers when they should be establishing collaborative relationships instead.  Often overcoming objections set the stage for polite disagreements and respectful differences of opinion, forcing salespeople to defend their solutions.  At worst, it turns the sales process into a battle in which the salesperson goes into a battle an attack mode to 'win' the sale.  In fact, words like 'persist', 'convince', 'persuade' all imply such aggressive behaviour.   We all know that you could win an argument and lose the sale.   It doesn't have to be this way.  Salespeople can choose another approach: prevent objections instead of overcoming objections.  How to prevent objections?   Attract Customers to Buy from You.  When you attrac...