What is the first stage in overcoming objections during a sales process?

The first stage in overcoming objections during a sales process is to validate guests' feelings. This step is crucial because it establishes rapport and shows that you care about the customer's concerns. By acknowledging and validating their feelings, you create an open and trusting environment where the guest feels heard and respected. This emotional connection can help ease their resistance and make them more receptive to discussing their concerns in depth.

When you validate their feelings, you demonstrate empathy, which can help lower any defensiveness they may have. After this initial step, you can move on to providing solutions that address their specific objections, but validation needs to come first. This foundational approach sets the stage for effective communication and problem-solving in later stages of the sales process, ensuring that guests are more likely to feel comfortable engaging with you about their needs and decisions.