Overcoming objections is a critical skill for driving new revenue, but often our least favorite aspect of selling. Think about your own buying behavior. We all offer common, socially acceptable objections in our own lives. For example, we’ve all told a salesperson, “No thanks, I’m just looking.” It’s human nature to want to avoid conflict, which is why it isn’t comfortable to handle objections but it’s absolutely critical to handle every one.
If you’re looking to increase your close rates and truly grow your IT services business this year, you need to learn how to not only handle common objections, but effectively overcome them.