Give in. Sometimes an objection can't be overcome. But unless it's a one-time sale, you're looking to build a long-term relationship. Understand that client isn't currently in a position to make a purchase or that your service doesn't match their present needs. Let customer know you'd like to help them in future and stay in touch. Again, for those in Lease Purchasing, remember sometimes you can't be a part of a deal, this is where following up with a brochure or seeing if a consultation is possible, may work.

After addressing an objection, always finish by asking "Does that answer your concern? This does two things: One, it lets you know whether you've satisfactorily answered objection. If you haven't and don't ask, person may have decided to forget sale. Two, it moves process along. You've finished with objection, and you're ready to move on from there.

Sometimes it helps to personalize benefits for a particular customer, so know your stuff. This shows your client you know their needs, and again stress benefits to them. Remember, you need to think like your customer.

Some additional tips when dealing with objections.

Always ask customer to explain objection in more detail. In explanation you may find an answer to that objection.

Stress what client likes. If an objection comes during closing - for example delivery - go over quality, price or other things customer likes. This give them a positive feeling about product/service and objection is less important.

Compromises. Price is negotiable. If objections are other than price, make them negotiable too. For example, if objection is service, offer other ways they can reach you, a private number, as opposed to your office number.

However, remember sometimes a client is going to be unreasonable. They want you to cut your prices too much, want more than you can give, or you don't have a good feel about person or for deal. In that case, walk away. Be professional, thank individual for their time, but walk.

Copyright 2000, DeFiore Enterprises.

Use that To Do List to keep you focused. Make it up at end of each day. Use that last half hour of day to set up your work schedule for next, put your work and To Do List in your tickler file, check your daily scheduler, check your goals for day, did you meet your goals for day, if not, why not, and what do you need to do to be sure you meet them for next day, and for week. Use your goals to keep you focused on your work day and what needs to be accomplished.

What time of day is it when your focus is wandering. Is it late afternoon, early evening? Maybe you need to get up earlier, and adjust your schedule so that your work day is done sooner, and your down time coincides with periods of time you are having trouble focusing.

We all go through periods when we need to get away or take time off, even from our own businesses. I don't care how passionate you are and how much you love what you do, sometimes you just need to get away from it all. We say DO IT, have your fun in sun, pool, golfing, whatever. Then come back with a vengeance to that business with renewed purpose and energy.

Copyright DeFiore Enterprises 2001