Sometimes salespeople get flustered when clients raise objections.  And because of this, they can lose their sense of where to go next in their sales conversations. When you find yourself in this situation, discover where to take the conversation next by examining the root of the objection.

You can do this by reflecting on one conversation at a time. Examine your own and your clients' perceptions during each conversation.This will help you uncover which part of the talk went well and where you could do better next time.

Probe further by asking yourself these 12 questions:

1. Which client conversation was the greatest objection challenge this week?
2. What was the first thing the client agreed with during that conversation?
3. What other things did he agree with?
4. At what point, were you aware that your client had an objection?
5. What did the client say or do that gave you that impression?
6. Where did he disagree?
7. Where else did he object?
8. What did he say that gave you the impression he didn’t agree with you?
9. What information do you think helped him develop that impression?
10. What did you say or do in the conversation that supported that impression?
11. What information could you have shared that would have corrected any wrong impressions?
12. What could you have said to help the client with their buying decision?

Related: Overcome Common Sales Objections

By getting at the root of your clients’ objections, you’ll be more proactive in your future sales conversations, and you’ll know where to take the conversation next.  You’ll also clearly see where clients’ objections come from and what to say to help them with their buying decisions.  Instead of being flustered, you'll be prepared and more helpful to your clients. 

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