Are most objections buying signs?

Thanks Skip. If they are buying then their objections are buying signs right because if they weren't interested they'd send you packing right?

If a customer wants a red widget and all you have is a blue one, and the customer says "but I want a red one", this is not a buying signal for you, but is a buying signal for the salesperson at another company who can get him a red one.

Not all objections can be overcome. Sometimes they can be (for instance, by providing more information for the prospect or clarifying a misconception), but sometimes an "objection" is an indication that your product, your company, or you, are not right for your prospect ("they sent you packing", as you said).

I would have to challenge the idea that there are objections that cannot be overcome. An objection, by definition must be able to be overcome or have the potential to be overcome. If there is something that cannot be overcome then it is a condition and not an objection. A condition is such that cannot be overcome (example: selling shoes to a man with no legs).

However there are times when a condition is given that if there are new information given (ex: selling man with no legs shoes for his son). Therefore conditions are not license to give up on the sale, as they can be turned into an objection many times through either giving new information or changing the terms. The important thing is to identify what is causing the condition and seek to change that so as to turn the condition back to an objection.

Are most objections buying signs?

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