When I do sales training, it’s not uncommon to find that the majority of salespeople are looking for me to give them a silver-tongued response to help them overcome their most common sales objections. Whether it be price objections, think-about objections, or the “shop-around” objections — these are the road blocks that ultimately get in the way of contractors closing the deal.
Now as much as you might hope I’d share that during training sessions, or use this article to give you my first, best choice to quash all of these objections, I think it’s much more important to focus on the sales process. I say this because the sales process is the recipe designed to eliminate all objections — other than price or time.