Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Handling Objections professionally
No one loves the word NO and salespeople are not exceptions. They dream of meeting smiling happy customers. They build rapport, trust and outstanding relationship with their customers. The customer says YES and signs a contract. Now here is a bad news. This is a DREAM. If the people you are dealing with and talking to don’t object to anything during your time together, they are either not listening or not qualified to make comments. It means none of this people will buy!
Objections are derived from concerns and nothing more than ways for your potential client to slow things down, to keep themselves from making rush decisions, from feeling as if they are being “sold”. Objection is a statement from a potential customer that they want to know more. Of course this request of additional information doesn’t come in a polite way, as they don’t realize that they ask for more information. So a reasonable and realistic salesperson should accept the fact of objections as and open his mind to the ways to handle, overcome, address objections.
– Objections are the rungs of the ladder to sales success (T.Hopkins) and when you climb to the top of that ladder, they own what you are selling
– Objections are defense mechanisms and a condition is a valid reason for not going ahead. In this case a salesperson should move away.
– If no conditions exist and still they don’t buy, then salesperson should think: what went wrong? Why I gave up?
So how to handle objections:
1. Don’t argue
2. Don’t attack them when you overcome their objections
3. Do lead them answer their own objections
4. Hear them out
5. Feed the objection back — the porcupine technique
6. Question the concern
7. Answer the objection
8. Confirm that the answer was accepted
9. Change gears by switching to the next objection using “By the way, ….”
About the author