Sales Tip: Welcome objections/questions

Sept. 23, 2021
When a customer asks a question it's actually a good thing because it means they are interested in what you're presenting.

When a prospect voices an objection or question it is actually a good thing. It means they are interested enough in what you are presenting to have a question. Your response should always be positive. “Wow, that’s a great question” is a good response. Answering the question positively with a smile will ease the mind of the prospect and they will not think you are hiding anything. Consistent questions should be included in your presentation so you can present the answers in a positive manner. 

About the Author

Alan Sipe | President, Toolbox Sales and Consulting

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.

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