How to overcome buyer objections without coming across as self-serving

Nobody likes a desperate salesperson

Nobody likes talking to a desperate salesperson. It’s just awkward. Especially the one who won’t take no for an answer, shits on the competition or tries to argue their point.

At the same time, it’s a universal truth in sales that if your buyer ain’t objecting, you ain’t selling. If all you hear is “yes”, just watch that deal die on the vine in proposal.

So how do salespeople find a balance between arguing and avoiding conflict?

The key lies in understanding that overcoming an objection isn’t about changing your buyer’s mind in real time. Instead it’s about diffusing the situation so that you can continue to make progress and maintain momentum.

There are five techniques you can use to diffuse objections: