Handling Objections Like A Pro
Handling objections is the one thing that many sale professionals fear the most. When you think of FEAR, two things come to mind. 1) Forget Everything And Run, or, 2) Face Everything And Rise. When you understand the entire process, when you understand why customers bring up objections, and you discover how to eliminate many objections before they even arise, you will be well on your way to handling objections like a pro.
Many sales professionals are afraid to hear a customer say no, so they avoid asking difficult questions, the ones that qualify the customer as being the decision maker or being able to move forward in your sales process. Most sales professionals who struggle in this area are afraid and they don’t want to face rejection. The reality is that objections are really opportunities to move the sale beyond what the customer sees as a barrier. It’s this misunderstanding, this false perception of objections, that the sales professional fears.
There are two things that can help you face the fear and rise:
- Fear can hold you back only if you let it
- Everyone faces rejections, setbacks, and adversity. You can’t always avoid it, but you can learn from it and become better at what you do and who you are.
When you master handling objections, you are able to help your client feel safe to make a positive decision by demonstrating why your solutions are unique and the best fit for their needs.
What are objections really?
- Objections are buying signals. When a client raises an objection, what they are really saying is, “I am interested, but I don’t have enough information to move forward yet.”
- Objections provide opportunities to better understand our customers. They allow us to understand how they think, how they communicate, what their concerns are, where their priorities lie, and so on.
- Objections come in many sizes. An objection can be a simple request for missing information, to a test by a customer to see how much information you really know.
- Objections help you move on. Once you have effectively handled an objection, it is time to move on to the next stage of the sales process. If you can’t handle the objection, it’s time to move on to another potential client.
Here are the 6 steps to handle objections:
- Listen to the objection in its entirety
- Define the objection
- Rephrase the objection into a question
- Isolate the objection
- Present the solution
I will be demonstrating this process in an upcoming video next week on my Vimeo channel.