How can salespeople effectively manage objections?

Salespeople can effectively manage objections by utilizing consensus and authority because this approach involves leveraging the opinions or experiences of others to build credibility. When potential customers express concerns or objections, citing testimonials, endorsements, or statistics from trusted sources can help validate the salesperson's claims and reassure the customer. This strategy creates a sense of trust and social proof, making it easier for customers to feel confident in their purchasing decisions.

Consensus and authority provide a persuasive foundation for overcoming objections. By presenting evidence that others have successfully used the product or service and are satisfied with their decision, salespeople can diminish the perceived risk and help the customer navigate their doubts.

This method contrasts with other options presented. Ignoring objections fails to acknowledge the customer’s concerns, which can lead to frustration and the perception of insincerity. Presenting features only without addressing objections misses the opportunity to connect with the customer’s needs and worries, making it less effective. Making promises might lead to disappointing the customer if those promises are not met, thus damaging trust rather than enhancing it. Therefore, using consensus and authority stands out as a proactive and effective strategy for managing objections.