If you’re not getting objections, you must not have a very active sales business. We all get objections. When you become a referral salesperson you will quickly begin to get objections to giving referrals. Understanding the nature of the objection and how to handle it will greatly increase the number, and quality of the referrals you receive.
Studies indicate that fewer than 15% of all salespeople generate enough quality referrals to significantly impact their pipeline and income. Though there are several reasons for such low numbers, one of the primary is the inability to deal effectively with reluctant clients.
Below are a number of the most common objections and some ways to handle each:
I don’t know anyone who needs this
I don’t give referrals
If I think of anyone, I’ll let you know