Too often companies are lumping objection handling into one big bucket, but it is important to distinctly arm sales reps and channel partners to handle each of the four common objections no matter where / when they occur.
Originally outlined in Xerox’s training program from Jim’s experience back in the day, these four objections are just as, if not even more relevant to sellers today.
According to Jim, here are the four key objections and the best way to turn them into selling success:
1) Skepticism This is the objection you want to hear. This means that the buyer is interested, but they are not quite convinced. They want to buy, but want proof. To them, your proposal sounds good, but how do they know you can actually deliver on the promises you are making.
Skepticism usually occurs d…