Copyright 1997 Scott Peck Marketing and Sales Consulting

Sometimes we have to dig down deep and find the real reasons why a prospect doesn't buy. This can take work and it takes skill. Use questions to discover these hidden objections. Then, once these have been discovered we can deal with the real objections.

What is hidden???

The prospect has bad credit.

The prospect doesn't like you.

The prospect thinks she/he can get your product cheaper some where else.

The prospect really doesn't trust your company.

The prospect has bad experiences in the past.

The prospect doesn't have confidence in your product.

The prospect is not sold yet.

The prospect thinks he/she can't make the decision.

The prospect doesn't like your company.

The prospect wants to comparison shop.

The prospect thinks that you are incompent.

The prospect has personal issues or problems.

The prospect thinks that you care more about making the sale than about really helping her/him get what he/she wants.

Look beyond your first impressions. The responses that you are given may only hiding the real objections. First, be aware that there may be something deeper beyond the intial responses of the prospect. Then, use questions to dig and test the to find out what's real and what is not. This will allow you to have more effective sales conversations.