SCPS™ Certification Journey Minnesota: Journal Entry 3

Objections are your friend

As a sales professional, intuitively, you know that objections will come. But do you really do enough to prepare for them? As part of the learning in the SCPS™ Certification process, the book encourages you to not just welcome objections but do the “heavy lifting” and really plan for them. Why? Because objections help you determine what selling phase the prospect is in and what information you still need to bring to be successful. Our study group had a great discussion on this topic. The idea of welcoming objections seemed at first counter-intuitive. Realizing that they actually help you and really can be your friend gave us a new perspective.