902: DSRs Selling through Objections. Too many DSRs think of objections as a bad thing…but they’re missing the big picture. If your prospect or customer raises an objection, that’s actually a good sign. The fact that they’re talking to you about their objection or concern means that they’re giving you a chance to answer it or find a solution!

Even if you know the answer to the objection, you might want to write it down anyway and come back at another time with an idea to overcome that objection. Some objections are better left to the next call to explain a solution or a plan on overcoming it. Come up with a plan to get the customer to move to the next step.

Don’t ever give up if you really want an account, never!!!

P.S. If the PRICE OBJECTION is one you’re struggling with, ask yourself this question. “Self, what do you think your competitors tell their bosses as to why they are not selling the customers who you currently are selling those same products?” Yep, PRICE…

DSRs, Be a Resource…and Sell Something!