Salespeople have to deal with objections every day. Do any of the following sound familiar?
- “It’s not the right time.”
- “We can’t afford this.”
- “My boss isn’t on board.”
- “I just don’t think we need your product.”
Objections come in all varieties and sizes. They have just one thing in common: Objections can crush a sales deal in no time.
Reps need to have specific responses on hand to address their most commonly-heard objections. But according to sales trainer Bill Cates, reps would also be wise to pull out a short phrase of three small words when hurdles crop up in the sales process. Cates claims that these words can put reps on the path to overcoming pretty much any objection that comes their way.
Curious as to what these three magic words are? Check out the video below for the answer.