This page is organic and collaborative – we have started with some of the most common objections and questions, and proved responses to them … but you should contribute, too:
- Objections/questions and responses that have worked for you
- Other responses to the objections/questions listed here
- Responses that haven’t worked for you
- Objections/questions you can use some help with
Just e-mail us with any of the above and any other comments and suggestions you have!
Using Objections and Questions to Your Advantage
Here’s some great advice from a super sales success, a man named Martin Edelston:
In the advertising business, people would come up with a hundred reasons for not buying. I figured that if I could develop better responses to objections, I could make more sales. One day I decided to write down the reasons people did not buy from me. Each day I would write down what I thought was the best logical answer to these objections. Over time, I had pages and pages filled with answers to price objections, stalling tactics and other excuses for not buying. I field-tested these answers and edited them in my notebook.
By writing these responses over and over, I came up with the best possible answers. I discovered that people don’t have a hundred reasons for not buying, but only a few that they express in a hundred different ways. As I refined my answers, I got better at recognizing the patterns of resistance. Soon, no matter what they said, I had an answer to it. There was nothing that could stop me and I just sold, and sold, and sold and sold.
The following links offer some background information about answering objections; see also links within specific objections below.
Click on an objection to see the response. Click on it again to collapse the text.