13) Why do people go back again and again to the refrigerator hoping that something new to eat will appear there? 14) Why do people move their vacuum cleaner over a thin thread lying on the floor, bend down, pick it up, examine it, and then, place it on the floor again and move the vacuum over it again? 15) Why do people believe it when they are told that there are more than four billion stars, but when they see a sign that says wet paint, they have to touch and check? 16) Why does a plastic bag not open at the end where you first try to open it? 17) Why do you never hear jokes about father in laws? 18) Why are there dead insects inside enclosed electric lamps? 19) Why is it that in winter we try and keep the house as warm as it was during the summer when back in the summer we hated the heat? 20) Why is it that every time you try and catch something that is about to fall off the table, you always hit something else and drop that instead? Conclusion: Life has many oddities and conundrums: some funny, some less. I have mentioned but a few. Think of more? Send them to me. Title: Why "Overcoming" Objections Can Lose the Sale Word Count: 1183 Summary: It's about sales pressure. When you're so focused on making the sale that you counter a prospect's objections, you're pressuring them. Objections aren't roadblocks, red flags, or stop signs. Keywords: cold call, cold calling, sales training, phone selling, phone prospecting, sales prospecting, sales scripts, telesales, telemarketing, mortgage selling, mortgage cold calling, insurance sales Article Body:
"Objections" or "Concerns"
The problem is, that's where you often lose them, because reacting to "objections" almost inevitably lets prospects pigeonhole you as "salesperson".
Think about it for a moment. When prospects raise an objection and you cleverly dismiss it, what often happens?
They come up with even more objections.
When you dismiss those, they may suddenly remember that they have another appointment, or that they have to make an important call. Or they may agree to your offeràand then a day or two later you get a message that they're not going to go forward after all.
That's probably the most demoralizing outcome of all, because you thought you "had" that sale, and they've reneged on you.
What's happening here?
It's about sales pressure. When you're so focused on making the sale that you counter a prospect's objections, you're pressuring them. It's that
piece
is
an
abstract
triptych
that
I
found
while
I
was
in
Atlanta
buying
religious
paintings
The
piece
was
called
Guardian
Angel
and
I
love
it
My
patrons
fell
in
love
with
it
as
well
They
have
asked
me
to
track
down
the
artist
and
see
if
he
has
anymore
religious
paintings
available
The
only
religious
paintings
that
I
actually
do
not
buy
are
ones
that
reflect
the
image
of
Jesus
on
the
cross
I
don’t
have
a
problem
with
them
some
of
them
are
extremely
well
done
and
would
more
than
likely
sell
well
but
my
investors
made
it
very
clear
when
they
financed
the
gallery
that
I
would
not
put
that
image
into
it
PPPPP
683
Ajello
Candles
The
motto
of
the
Ajello
Candle
Company
is
“It’s
better
to
light
a
candle
than
to
curse
the
darkness”
This
candle
making
company
has
been
in
business
since
1775
The
business
has
been
family
owned
for
seven
generations
The
candles
from
Ajello’s
are
well
known
for
their
beauty
and
quality
While
they
make
more
candles
now
than
in
1775
their
dedication
to
quality
and
to
customers
has
never
changed
The
Ajello
Candle
Company
was
founded
by
Rafael
Ajello
an
Italian
painter
He
was
also
a
beekeeper
so
he
tried
his
hand
at
using
bees
wax
to
create
candles
He
worked
hard
to
create
a
formula
that
worked
well
The
formula
combined
with
his
outstanding
artistic
ability
lead
to
the
birth
of
the
Ajello
Candle
Company
In
1785
the
company
earned
the
honor
of
creating
all
the
candles
for
the
Vatican
He
and
his
wife
ran
the
business
keeping
their
children
involved
in
the
processes
from
an
early
age
As
time
went
on
their
children
and
grandchildren
kept
the
business
running
as
well
as
passed
the
family
business
on
to
their
children
By
1862
the
company
had
established
itself
as
a
leader
among
the
candle
making
industry
They
had
also
added
perfumes
and
many
.
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