Objections are a symptom

Video Length: 1:27 minutes.

Skipping steps in the sales process leads to the prospect raising objections. Most salespeople spend too much time handling objections needlessly. If you skip steps in your sales process the prospect will raise questions at the end you can count on it. Don’t gloss over topics that you know will be an issue in hope that it won’t matter to this prospect. If there are frequent objections that you hear, you should raise the issue before the prospect does you will be better able to handle it than if you wait until they bring up. Sometimes the sales process moves quicker due to the urgency on the part of the prospect. But no matter how quickly it moves you still have to “touch all the bases”. In other words, don’t short change the money step just because the prospect says money is no object. Don’t short cut the discussion of the decision process just because the prospect is in a hurry and you want to move to the close. If you do, you will most likely have to deal with objections somewhere down the line.