y stop any attempt at closing a sale.

A condition is a fact that is so overwhelming that it makes no sense to pursue a sales opportunity. Trying to sell a Rolex watch, or life insurance, to a late stage cancer patient is probably not going to produce a mutually beneficial outcome for either

My first sales manager, a grizzled old veteran with a no excuses allowed attitude used to tell me, “there are no lousy products, just lousy salesmen”. As a rookie salesman I thought the comment surely a strange one. Of course, there are bad products I thought. I know a bad product when I see one.

I was wrong. The point is I can see bad products because someone is selling them. They are on the market. It takes a real salesman to sell an obviously deficient product. I have sold luxury goods, services, foodstuffs, mass-market lines, and internationally. Each category requires an adjustment based on the customer, their needs and the benefits the product can offer.

The biggest reason for wildly varying sales performance is the inability of salespeople to recognize and handle objections. Most under-performing sales people do not understand the difference between objections and conditions. An objection is a stated negative to a part, or all of the proposed benefits of a product. Objections can, and must be overcome. A condition is a hard barrier. Imminent death, bankruptcy, possibly a looming divorce, are a few, and there are very few, conditions that would probably stop any attempt at closing a sale.

A condition is a fact that is so overwhelming that it makes no sense to pursue a sales opportunity. Trying to sell a Rolex watch, or life insurance, to a late stage cancer patient is probably not going to produce a mutually beneficial outcome for either

.

I was wrong. The point is I can see bad products because someone is selling them. They are on the market. It takes a real salesman to sell an obviously deficient product. I have sold luxury goods, services, foodstuffs, mass-market lines, and internationally. Each category requires an adjustment based on the customer, their needs and the benefits the product can offer.

The biggest reason for wildly varying sales performance is the inability of salespeople to recognize and handle objections. Most under-performing sales people do not understand the difference between objections and conditions. An objection is a stated negative to a part, or all of the proposed benefits of a product. Objections can, and must be overcome. A condition is a hard barrier. Imminent death, bankruptcy, possibly a looming divorce, are a few, and there are very few, conditions that would probably stop any attempt at closing a sale.

A condition is a fact that is so overwhelming that it makes no sense to pursue a sales opportunity. Trying to sell a Rolex watch, or life insurance, to a late stage cancer patient is probably not going to produce a mutually beneficial outcome for either

stment based on the customer, their needs and the benefits the product can offer.

The biggest reason for wildly varying sales performance is the inability of salespeople to recognize and handle objections. Most under-performing sales people do not understand the difference between objections and conditions. An objection is a stated negative to a part, or all of the proposed benefits of a product. Objections can, and must be overcome. A condition is a hard barrier. Imminent death, bankruptcy, possibly a looming divorce, are a few, and there are very few, conditions that would probably stop any attempt at closing a sale.

A condition is a fact that is so overwhelming that it makes no sense to pursue a sales opportunity. Trying to sell a Rolex watch, or life insurance, to a late stage cancer patient is probably not going to produce a mutually beneficial outcome for either

and conditions. An objection is a stated negative to a part, or all of the proposed benefits of a product. Objections can, and must be overcome. A condition is a hard barrier. Imminent death, bankruptcy, possibly a looming divorce, are a few, and there are very few, conditions that would probably stop any attempt at closing a sale.

A condition is a fact that is so overwhelming that it makes no sense to pursue a sales opportunity. Trying to sell a Rolex watch, or life insurance, to a late stage cancer patient is probably not going to produce a mutually beneficial outcome for either

y stop any attempt at closing a sale.

A condition is a fact that is so overwhelming that it makes no sense to pursue a sales opportunity. Trying to sell a Rolex watch, or life insurance, to a late stage cancer patient is probably not going to produce a mutually beneficial outcome for either party. A bankrupt is not a great candidate for a $25,000 kitchen remodel. Nevertheless, there are very few absolute conditions that sales people will ever run into. They too often want to position objections as conditions, an excuse mechanism.

Not so with objections! Objections come at sales people endlessly and they really are little more than phony excuses that can, and must, be overcome. Price, style, size, portability, too many features, too few features, the purported list of reasons a buyer might offer as a reason not to buy is endless. The prepared, knowledgeable and confident sales person will have an answer for each objection and be able to re-direct the presentation back toward a successful closing. Buyers make decisions to buy or not buy based on a variety of emotions, motivations and needs. Very often the stated objection to making a purchase, is 180 degrees opposite of the potential purchasers real situation. I have had buyer’s claim that their budget was exhausted for that particular quarter. No new purchase orders could be written by order of the boss.

A bit of probing usually reveals the real reason for the objection, often a competitor is ov