Sales objections can be highly frustrating for unskilled sales people, especially when you’re enthusiastically presenting your new retail range and you’re greeted with the obvious objection “We have heaps of retail… we don’t need anymore. “How do you respond to that?
Neil opens this episode with the question that he gets asked most, by B2B salespeople (or those people that are selling products to Salon Owners – be it beauty salons, skin clinics and/or hairdressing salons). That question is “How do I handle sales objections?”
Do you cook? At home? Or work?
Remember the scene in Indiana Jones: The Last Crusade, where Indie had to step out into The Unknown to get across a (seemingly) invisible bridge?
Do they need to improve their presentation or skills?
Or are they simply doing too much telling and not enough asking the right questions?