Objections.....one of many

If you are not prepared for customer objections or questions, why are you in sales?

One of the easiest, yet most difficult, "why you?"

Many of you will go on to rant about how great you are, how great your product or service is, how great your company is......all missing the boat.

It's not about you, even if they ask. The focus must always remain on the benefits the customer will receive from this relationship. So before you answer, make sure you have a clear understanding of why they will benefit by working with you (save them time? money? aggravation?) and be prepared to articulate this in a manner they will understand. Remember, people like to receive information differently - verbal vs. written, fast vs. slow, etc. - so be sure to give it to them the way they want to receive it. More about this later.

Happy Tuesday....