I'm reflecting on why “handling objections” might not be the best approach in sales.

🔍 Rethink Objections:
Instead of seeing objections as hurdles to overcome, we should focus on understanding and empathizing with our clients. True relationship selling isn't about dismissing concerns with rehearsed responses; it's about genuinely connecting and addressing those concerns with empathy.

🤝 Build Trust:
When faced with concerns like high pricing or past bad experiences, listen more and respond less. Ask probing questions to understand the root of their concerns and respond thoughtfully.

🔄 Change Your Approach:
Pause before responding to objections. This shows you care and are reflecting on what's being said, which helps build trust and fosters a stronger relationship.

🌟 Takeaway:
Sales should prioritize service. By shifting from overcoming objections to empathizing, we create deeper connections and more successful outcomes. Serve first, selling will follow!

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Harry Spaight Founder of Selling With Dignity

Harry Spaight is a leading keynote speaker, author, and sales consultant who has achieved remarkable success in sales. With over 20 years of experience in hypercompetitive sales environments, Harry has sold and led teams to tens of millions in sales. Coupled with his experience as a former missionary, Harry has a unique perspective on how to sell without being pushy.

Harry works with individuals and businesses who want to step up their sales, so they can thrive.
He is the author of “Selling with Dignity” and is the host of the “Sales Made Easy” podcast.