Lee Salz is a Featured Columnist for The Business Journals.
Countless books, articles and blog posts have been written on the subject of overcoming buyer objections.
There are creative expressions and tactics shared, but there is one strategy I’ve not seen, which is to eliminate objections.
Let’s dissect this. If you are a salesperson who perceives that buyers give objections, the way you prepare for every buying encounter is a fight. When you were taught to deal with objections, the strategy presented was to overcome them. Consider this illogical sequence: We fight, overcome, and build relationships. That sales mindset doesn’t work when you want to establish long-term relationships.