.”H Objections suck!
Yes, it does. But what can you do about it?
A lot!
Objections can be painful.
It hurts our guts and ego.
Our subconscious mind reacts negatively and thinks we suck when we get objections or get rejected.
But the truth is: objection is often an unconscious response and it can be ridiculously fun to handle; if you understand what’s behind these objections.
You see, if you are selling, you are going to come across objections, no matter what you are selling, and no matter how good you are. It’s human nature that people would object. It’s almost an unconscious behaviour–stimulus-response without thought.
An impulse!
So trust me, it’s not something even sales Goddesses can avoid.
So if you are in sales, and you feel bad whenever an objection is thrown your way, buckle up and let’s get this thing figured out.
Because I can promise you that when you are grounded and trained in the sales process–objections are fun to handle. You might even be so smooth that you don’t get any objections at all.
WHAT’S BEHIND THESE OBJECTIONS
Clarity
People are not clear about what you are talking about. They don’t want to ask more questions because they don’t want to come across as an idiot; so they just politely say “NO THANKS!” To avoid this, your pitch should be clear and must include an element of value. If you are wondering how to do this, this course will end your suffering.
Fear of Change
Clients object because they are afraid of the unknown. They are comfortable with what they’ve got so far and they feel change is unnecessary. This can be handled by doing the earlier steps in the sales process which is to uncover and identify any gaps in their current situation. You gotta be a pro at this! And be able to paint the picture and uncover the gap so you can say “what happens if this continues?” “How will this affect your lifestyle?” “If nothing changes, what could happen to your relationships…etc.”
Lack of Trust
They don’t trust you or don’t think your offer solves their problem. They don’t see the value of your offer. This can easily be remedied by establishing strong rapport at the beginning–before pitching.
Perceived Risk
The potential client may perceive a high level of risk associated with the purchase. It’s not just financial risk. It may also include the risk of failure.
Overwhelmed
They may feel overwhelmed with choices and experience difficulty in processing an overload of information which leads to objection and hesitation in making a purchasing decision.
Introverts are susceptible to this. They need time to process the information. So give them time. Because, if they feel they are not given enough time or are being rushed into making decisions, their protective mechanism kicks in and they’ll say NO.
HANDLING OBJECTIONS
Now What?
Knowing what’s behind the objections allow you to understand where the prospect is coming from, and can handle the objections with grace and empathy.
Let’s tackle the most common objections.
Price
“I don’t have money.”
“It’s expensive.”
“I can’t afford it right now.”
The price objection can be tough to handle. But here’s a little secret, it’s not always the price. If it’s the price, it could just be that the prospect is voicing out a complaint. Truth is, it may be true that your product or service is expensive. So acknowledge that and agree with them. But would the price prevents them from buying? Most likely, they already know your product or offer is expensive but they are talking to you. They know you are not working for charity either. I’ve list the exact script to these objections as part of my training program so make sure to download it. Know this: sometimes, the prospect just don’t see the value in what you’re offering.
Timing
“It’s not the right time.”
“Let me think about it.”
“It looks good, but not sure if it’s what I need right now.”
Sounds familiar? All these objections sounds different but the bottom line is, they are trying to say they are not ready. Maybe they aren’t and there’s no point in pushing. But often times they are afraid to commit. So don’t ride them off yet, instead dig deeper and explore their fear. What haven’t they told you? What’s their real concern?
Knowledge is power. The more you know about your potential client or customer and their concerns, the better you’ll be at handling it. Because when you do the sales process correctly–which includes knowing as much as you can about the person’s concerns and making a value-based offer, the natural result is a yes!
What sales objections do you hear the most and want tips on handling them?
