Objections: Doubts or Excuses?
Facing objections from a client is part of the sales process that salespeople face daily. Experience and training help you to respond to a number of objections, which obviously are always limited when they are doubts and not excuses.
I believe it is important to differentiate between the two types of objections: doubts and excuses.
Doubts are reasonable objections that the customer may have for various reasons such as the price, insecurity in the provider, lack of excitement with the business, lack of some characteristic of the product that they consider necessary… All of these objections and many others that may arise in the process of sales are limited and can receive a different response.
The difference between doubts and excuses is that in the latter the client has no interest in the product or service. In these circumstances there are two possibilities; try to generate an interest in the potential customer, but not fail in the attempt, or directly put an end to the presentation in professional manner and not lose the time.
Time is of utmost value in our society where everything goes fast so do not lose it.