Here's how you can master objections from potential clients and highlight this skill in an interview.

This is the most important thing a salesperson must do. It is not only important in a sales meeting, but would be equally as important in an interview. In my first major sales role, it would often be nerve racking. The key was to listen to the customer, listen for them to tell you what the issue is "do not guess"! I was called in to see a customer because they were having an issue, which they believed we were the cause of. After listening to them and their situation, we were able to identify the true nature of the change, this happened to not be our problem, but sometimes it is. When it is, own up to it and do what you can to make them whole. The same with an interview, take the time to listen so you can present yourself as the solution.

I always like to validate concerns with a customer story, “I had a similar customer who was concerned about xyz.” This helps potential clients feel understood. Start by asking a clarifying question like, “Can you elaborate on what specifically worries you about xyz?” This ensures you deeply understand their concern. Once clarified, share your customer story, then address the concern with your solution or counterpoint. For example, “Our solution helped them by…” This approach shows empathy and provides a real-world example of overcoming similar objections.

When handling objections, offer multiple solutions to demonstrate flexibility and problem-solving skills. For example, “We can address this concern by implementing [Solution 1] or [Solution 2], both of which have led to [positive outcome] in similar situations.” Include a relevant customer story to showcase your experience: “A client faced a similar issue and we resolved it by [specific action], resulting in [measurable success].” This approach not only validates the concern but also highlights your ability to adapt and provide effective solutions.

Practicing scenarios is crucial. When you don’t have a partner, create a list of concerns or objections you’ve encountered in previous interviews. For each, consider how you handled it, any improvements you could have made, and anticipate potential objections for future interviews. Reflect on your responses, refine your strategies, and think of additional solutions or counterpoints. This preparation helps you stay confident and adaptable, ensuring you’re ready to effectively address any concerns that arise in future interviews.

I often see coaches, managers, and reps excel once they start viewing objections as positives rather than negatives. Objections are valuable because they allow for deeper understanding of the root concerns. By clarifying objections, you can uncover key insights into the client’s needs. This also provides a perfect opportunity to share success stories while remaining humble. Embracing objections as a pathway to deeper dialogue and problem-solving can significantly enhance your sales effectiveness and build stronger client relationships.

As a Sales Manager one thing I always tried to pass along to new salespeople was that "slilence is OK". Whether the customer is has an issue or might try a new design, there is nothing wrong with silience. I sat in too many meetings where good a salesperson talked themselves out of a sale. If they are quiet, let them think, there is nothing wrong with it, do not feel the urge to continue to talk, just be ready to anwer questions. Most importantly, if they say "YES", thank them and be done. You are not going to get another 'yes', the only thing you will get is, "maybe I should think about this" or worst of all, you will get the dreadred "since we have talked more, I do not think we are going move forward, it might be too risky right now".