A retail consulting client recently asked what is the best method for handling customer or employee concerns and objections?
The answer? There are many approaches after they arise, but the best way to overcome any concern is to prevent it before it occurs.
Hearing objections after a presentation signals there are unanswered questions. Of course we can answer them, but this is reactive, less than ideal, and often uncomfortable.
How do we prevent these issues? Proactively plan, test, practice, clearly merchandise, etc. When you hear concerns, own the results and prepare for next time.