Global Banker’s Society

http://www.manta.com/sales/real_objections_1208?referid=9630

Are You In Control of the Sale? 7 Steps to Identifying Real Objections

By Larry Prevost, Dale Carnegie Training Instructor

Objections are those concerns in the client’s head that slow down or stall the sales process. Ironically, they also indicate interest in moving the process forward. But you must separate the real objections from the “stump the vendor” type.  When you find yourself involved in a situation where your client is putting out an unreal impediment, try these steps to determine if it is a true objection and if it’s not, what the real objection is.

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