How to Handle Sales Objections

Smiling young man shaking hands with an agent

BY NICK BROWN

What’s all the recent fuss about sales objections? The topic is a hot one right now, so no better time than the present to raise awareness of such objections. These tips will help your credit union sales force improve the way they address “no’s,” with the aim of turning them into “yeses.”

Of late I have been answering a lot of questions about sales objections and how to overcome them.Not only this, but it feels like there is a movement right now with sales gurus to address sales objections as well.I am not sure why, maybe it’s because there is an influx of new sales talent hitting the job market, or maybe it’s because it is the end of August and businesses are starting to feel the urgency of hitting their sales goals.

Whatever the reason, there is never a better time than today for your credit union sales force to become more aware of sales objections and improve how they are addressing them.

Recently I was shopping for some new shoes to match a suit I had just purchased.As I walked into the one of the stores, I was instantly greeted by a sales associate who asked, “Can I help you find something?”My immediate response, as it is nearly 100 percent of the time in these situations, was: “No thanks, I’m just looking.”

I know I am not the only one who responds this way,but why do we do it?Here is why.The question “Can I help you find something?” is another way of asking, “What are you here to buy?”This is a final commitment, a closing question in the sales process.Being asked this type of question upfront causes our brains to go to our defensive response of “No.”Was this a final no?For many salespeople it may seem that way, but for me it was simply a response to give myself more time to gather information before committing to buy.

Most credit union sales objections are just this, requests by members for one or more of the following:


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