When addressing customer objections, what should the salesperson always start with?

Starting with "I understand" when addressing customer objections is crucial because it establishes empathy and connection with the customer. By acknowledging their concerns, the salesperson shows that they are listening and value the customer's perspective. This approach helps to create a comfortable environment for open dialogue, making the customer feel respected and heard.

When customers express objections, they often seek validation for their feelings or apprehensions. By beginning with a statement of understanding, the salesperson can effectively lower any defensiveness, making it easier to engage in a constructive conversation about the customer's needs. This foundation of trust can lead to a more fruitful discussion about solutions and options tailored to the customer's concerns.

In contrast, starting with a solution or jumping to options may come off as dismissive, possibly making the customer feel like their concerns are not being taken seriously. Similarly, focusing on budget too soon might steer the conversation away from the underlying issues the customer is facing, rather than addressing their specific objections first.