How do top performers deal with objections?

It's been shown that when faced with an objection most average salespeople get flustered. They speak faster, act defensively, disagree with and pounce on the client's concern, demonstrating insecurity and making them look desperate.

They fail to ask questions in order to unravel the issue and they talk over the client. Failure to clarify the objection means they may well be addressing the wrong thing altogether. Objections are prone to misunderstanding.

In comparison, top performers pause more than usual and slow down. They ask intelligent questions to get a handle on the issue and the potential root cause. By doing this they can deal with the objection accordingly.

In the face of adversity this calm demeanour instils confidence that the salesperson actually cares about the client's concern and can be trusted.