By Todd Duncan

If you follow the system taught in my book, High Trust Selling, it is unlikely that you will get objections. However, they will still occur, and it is important for you to know how to respond to them effectively so that you don't lose the buying momentum you have created.

Objections are always a result of the following:

1. Uncertainty on behalf of the client in moving forward because of changes or lack of trust established. Ultimately, people fear making a change or a wrong decision.

2. You gave a poor presentation where you did not adequately meet the needs of the clients by creating enough value.

Most salespeople have ignored the important truth to objection management.

If you want fewer objections, you’ll need to ask more questions. If you want more business, create more trust. If you have the client's best interest in mind, questions are easy and trust is natural.

My goal is to teach you how to become a master at objection management. Follow these 5 steps to handle any objection you might encounter.

Step 1: Honor the objection as the customer's right.

Your customer could be doing business with anyone. Respect their opinion and listen to their objection to properly diagnose the objection.

Step 2: Ask questions.

"Tell me what it is about the objection that makes you feel uncomfortable moving forward?"

Step 3: Listen.

Before jumping to conclusions or making assumptions, listen to your customer and find out what their real objection is. Find out what your customer is really saying.

Step 4: Isolate.

"Suppose I could help you to get comfortable with your concerns. Would we have a basis for considering a relationship?"

Step 5: Use a script.

Answer the objection, and ask for the business.

The objection given is rarely the real objection.

Follow the 5 Steps to Overcoming Any Sales Objection and discover the real issues that are preventing a customer from saying "yes" and take any customer relationship to completion.

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