Successful salespeople understand that part of the sales process will very likely include objections by the customer. It’s a normal part of the sales process. Objections may be framed as questions or outright statements declining an offer or benefit. What are some of the best ways to overcome objections?
If you know in advance that there are likely to be several questions or objections, you can prepare. Formulate the typical questions/concerns and be prepared to address them during your presentation.
Using empathy shows that you understand the customer and are trying to meet his needs. Keep the planned course of action as you work through the “anticipated” concerns. Let each Q&A scenario build on the next one, following your imaginary outline. So how do you do that?