Resolve Concerns Responsively

At any point in a deal, your buyers can raise objections.

Traditional sales training often encourages sellers to “overcome” objections through persistence or concessions.

While this might push the deal slightly forward, it often doesn’t address the root of the problem, leaving room for the issue to resurface later.

Use this checklist to identify the nature of an objection, and then guide your buyer towards a new perspective where your solution is seen in a positive light. You’ll learn how to:

• Determine what’s really behind an objection
• Respond effectively to rational concerns
• Reframe objections to show opportunities