Stop getting defensive

When someone gives you an objection, why do you feel the need to get defensive? For many, it's habitual. You ramble and overwhelm your customer with reasons/information that you think will satisfy their objection. Not good.

Objections are good as they show interest on the part of the customer. And frankly, they may not even be "real" objections at all, as the customer is simply looking for confirmation of their decision - from you!!!. Take a deep breath, don't let them get you "excited", have some self control and throw it right back at them.....empathize and ask good questions.

"I understand. Can you elaborate why you feel that way?" "What exactly are your concerns about making a commitment to purchase?" "What aspects of the "product or service"do you like?" There are dozens of these questions that should be customized based upon your business.

The longer you keep the dialogue going and let them speak, the closer you will get to sealing the deal. Oftentimes, the customer will even talk themselves into the purchase as they realize all of the benefits and positive aspects your product or service provides them.