Archive for the ‘Uncategorized’ Category

State of the Art Objection Handling

May 25, 2010

Dave Stein’s recent post Sales Objections: Opportunity or Death Knell provides a great roadmap to handling objections through a process of qualifying the buying criteria throughout the sales cycle.  Such qualifying questions will keep you apprised of changes as the result of internal priorities or changes in competitive pressures.  As Dave rightly states, controlling the buying criteria at the conclusion of the buying process wins the deal.  Dave concludes with some excellent examples of handling objections exposed by the validation of the buying criteria, as well as a solid recommendation for organizational support of objection handling.