SalesHQ

Objections are part of the game. But, often sales people try and overcome a verbal objection by simply attempting to immediately redirect the conversation with an arbitrary positive attribute of their product. This often has an adverse effect on the potential sale because the buyer then has their guard up to being "sold". Rather, when you encounter an objection in a sales dialogue, return a comment empathizing with the clients concern and then educating the client pertaining to the unseen value of the product pertaining to their concern.
EXAMPLE FROM A CONVERSATION BETWEEN A HIRING MANAGER AND RECRUITER:

MGR; “Although your software engineering candidate is very talented and well qualified I simply cannot afford to hire someone with such extensive experience”

RECRUITER: “I completely understand your concern and the candidate does have an expected earning range beyond our initial target. By hiring someone that is at this level of expertise you are actually saving yourself money over going with a more junior engineer. This candidate will be able to perform both tasks “X” and “Y” that you said you needed. Hiring this candidate will allow you to save money over the hiring of two junior engineers with expertise in only “x” or experience in “Y” by allowing you to fill two voids with the skill set of one individual over having to pay two. Also, this single hire will save you valuable time that would have been consumed in repeating the hiring process for a second engineer.”

Fast talking and redirection will only get you so far before gaining you an adverse reputation. But, if you know your product well AND believe strongly in its value to your target market then selling becomes a simple act of educating your client and helping them make a far more educated decision then they could make on their own.

Brilliant, AErskine. Jonathan Farrington reinforces your excellent post in his article How to Deal Effectively with Objections" with the following passage:


"Objection handling to the seller therefore takes place as a prelude to closing and it is in that context that objections must be viewed rather than suspecting the buyer of throwing in a red herring in order to escape giving the seller a decision, or put him or her off course."


Farrington also talks about the difference between and objection and an excuse and the importance in knowing the difference. I think the main point here that both AErskine and Farrington are addressing is the importance of dealing with objections right off the bat rather than hiding from them.