As a sales rep, you encounter sales objections throughout your process. In fact, some days it seems like that’s all you get from your client base. Naturally, sales reps must be fast on their feet and think creatively when their prospects are reticent to move forward. However, they must also be professional and knowledgeable when responding to their prospect’s reactions.
When your prospect expresses an objection, having a method to categorize them will help you immensely. That way, you can have a better understanding how to respond to the objection, or even if you should respond. Continue reading