Wouldn’t it be wonderful if you made your presentation, the customer nodded and bam, you had a sale? It almost never happens like that—nor should it.
Objections are required to make a sale! In fact, the caterer should encourage them and be suspicious when a buyer is not stating any objections; they are the foundation of most sales.
When objections arise, you have an opportunity to determine what really motivates your customer. That means you can do a better job of satisfying the customer by responding to those motivations, concerns and worries.
The single biggest reason that buyers give objections is to insulate themselves from having to make a decision—even when they already have decided to buy your catering.
In general, most buyers of anything want to hold off until the last moment to say "yes". Answering objections is the path to making the sale.
Mike this is really great. I have a real love for finding out what really matter to the client and then delivering that. I actually train people to listen for that. It's good to see you talk about this! Thanks!
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