An //objection// in any sale is a reason your customer will bring up NOT to buy. Objections should be seen as request for more information.

In [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]] two types of objections are defined:

* [[Value Objections]]
* [[Capability Objections]]

* Objections are NOT buying signals, sellers who experience more objections will not get more sales
* A majority of the objections are created by the //seller// by asking the wrong [[SPIN]] question at the wrong moment.
* Many objections arise because the seller sells his solution too soon.

!Practical tips
* Try to prevent objections rather than handling them
* Read [[Dealing with Objections]] for tips on handling resistance and view objections as a request for more information.

See also: [[Fogbugz on Objections]]
bag
sales_public
created
Thu, 23 Jun 2011 20:39:13 GMT
creator
dirkjan
modified
Thu, 23 Jun 2011 20:39:13 GMT
modifier
dirkjan
tags
M16
Term
creator
dirkjan