Fleet Management News & Business Info | Commercial Carrier Journal
Issue link: https://read.dmtmag.com/i/251785
A GENUINE OBJECTION IS USUALLY A SIGN THAT THE PERSON IS THINKING SERIOUSLY ABOUT BUYING FROM US. BY CHERYL BIRON ARE YOU THE BEST? Then join the best. AGENTS WANTED | 800-872-5999 DRIVEN BY EXCELLENCE. PROVEN BY PERFORMANCE. T he dreaded objection, the worst part of the sales call. When I was selling for One Horn, I hated the part when the prospect came up with reasons why he or she might not use my company to ship its freight. But objections are a fact of life in the day-to-day dealings of the sales professional, so we all have to deal with them. I got over the fact that it was nothing personal, they were not rejecting me, just some perception about my company's services. I had to develop a thick skin. But I also had to develop an intelligent way of responding to counter their objections and turn them around so that I could win the shipper's business. And by now, you know, I researched and read books to educate myself so that I could overcome this challenging area of sales, so my company would grow and succeed. I am happy to share with you some of the best ideas I found. As some of you may know, I love positivity, and always try to look at things from the optimistic point of view. So I was very happy when I read that "A genuine objection is usually a sign that the person is thinking seriously about buying from us," in J. Oliver Crom and Michael Crom's Dale Carnegie Associates book "e Sales Advantage." Taken from this standpoint, if you get to the point of the objection, then the shipper is looking for more information to make a decision. So if you truly listen OVERCOMING SHIPPER OBJECTIONS " " 30 IT MAGAZINE V o l . 8 , N o . 1