What do you do when someone comes up with a really odd objection? I know that inside your head you may be screaming “That is the dumbest question I ever heard!” But outwardly you must answer with a smile and a calm logical explanation. Honor their objection with a “That’s a great question” or “I never thought of that” and then politely give them an answer. No one wants to feel their question is stupid, even if it really is.
Answering an objection when you don’t want to
If a prospect has a question or objection that you are going to cover later in your presentation, simply say “That is a good question, which I will be covering later in my presentation.” This way you honor their question but you keep your presentation on track so you do a great job.
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.
