Objection Avoidance

Experienced sales professionals learn to know what objections they are likely to face and when.  With this knowledge they can engage a prospective customer and strategically ask questions that set up the objections and head them off in advance before they are brought up.  One strategy here is to acknowledge the objection up front and address it head on.  “… many businesses I work with think this approach will be too costly for them to implement, but our experience shows that we can typically deliver cost saving that recoup your initial investment within the first 6 months…”  By acknowledging the objection before the prospect gets a chance to present it up you will often gain credibility in your prospects eye and take a step towards being perceived as a trusted advisor.