Objections

An objection in any sale is a reason your customer will bring up NOT to buy. Objections should be seen as request for more information.

In The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources two types of objections are defined:

• Value Objections
• Capability Objections

• Objections are NOT buying signals, sellers who experience more objections will not get more sales
• A majority of the objections are created by the seller by asking the wrong SPIN question at the wrong moment.
• Many objections arise because the seller sells his solution too soon.

Practical tips

• Try to prevent objections rather than handling them
• Read Dealing with Objections for tips on handling resistance and view objections as a request for more information.

See also: Fogbugz on Objections