I was impressed and surprised as I heard a presentation on objections in selling. I thought about objections and how I see them as brick walls that suddenly rise up in front of me when I am sharing something I am passionate about. I see it as major resistance, almost a staging area for a fight. I actually experience the sense of surprise to learn that someone has an objection. Yes, it is a brick wall.
What I learned is that an objection is an opportunity to really know what is going on in my prospector customer’s mind and to better understand what their beliefs are and what are their fears.
In the moment as I hear the comment from my customer as an objection, it really is their way of wanting to actually ask a question. It is their way of wanting to learn if they will get more benefit from my product or service then the concern they have that they will not.
3 SECRETS TO HANDLING OBJECTIONS
You must try these. So simple and so elegant.
- Handle the Objection Up Front. We know what people’s objections are to our product because of our experience sharing the product or service already. So, if you know what the objections are, let the client know up front what the answer to these objections could be in your explanation.
- Brag About the Objection. For example: our skin care product is so expensive because it (make a big fat claim which is a huge benefit) that this is a fraction of what is it worth.
- Give Give Give. The Law of Reciprocation. There is a relatively new book out called Jab Jab Jab Right Hook by Gary Vaynerchuk. You give so much to your prospects, customers audience by giving them more then they ever would have expected and they will avoid objecting because they feel their objection is so small compared to what you have given them.
My perspective on objections has shifted 180 degrees. I now welcome the opportunity to better understand my customer by knowing what they believe and what is important to them that I might have missed. Objections are an opportunity not to conquer but an opportunity to be in better rapport, to really connect with my prospect at a deeper level of understanding and service.
Handling objections is to truly be on the prospects side. To help them understand what I understand and that they know I do care about what they feel.
BONUS:
Secret #4 Well this is not so much a secret as a gift. The gift is to commit to PRACTICE. When you are comfortable with the objections you may encounter, you will not be surprised, you will not be in resistance.
You will be prepared, be aligned and on the side of your prospect, be able to provide the cushion for your prospect to try on a new perspective and let go of what they thought was a concern.
I was told that having the viewpoint that you must fight an objection was really a way of limiting my success in my sharing my product and service to the greater market out there. That having a new view of objections and practicing them is a way to align and redirect my prospect to help them meet their needs.
Please share how you face or react to objections in the comment section below.
Or if you try these 3 Secrets, share what was your experience.
Tell me what has been your strategy to work with your prospects to achieve clarity and alignment in understanding the benefits of your product or service and working through objections.
Go For Those Objections!!!
Much success.
Have an outstanding day!
Sara