If it weren’t for objections everybody would be in sales. While none of us likes objections, we must accept them as part of the business and make sure we know how to overcome them.
Your main goal when faced with an objection is to turn the objection around into a reason to purchase our service.
“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – W. Clement Stone
People love to buy but hate to be sold. Objections are inevitable. Not only should you expect objections, you should welcome them. You should view an objection as a positive part of the sales process. A purchasing VP who gives you an objection is listening closely. They’re considering buying your service to solve their transportation problems. And most importantly, their objection gives you an opportunity to answer the objection and add one more good reason why they should buy from you now.
Expect objections, but never create them. Prepare a list of the top ten objections your customers and prospects have had with all their motor carriers in the past and then prepare two or three appropriate responses to answer each one.