Written by Sean McPheat |
1 March, 2012
Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections, but let’s face it; if prospects did not object, you probably would not have a job.
A Different View
Today however, I want you to take a moment and THINK a little differently about objections. I want you to look at objections from a different perspective. In doing so, I believe it will help you better understand the buyer and your processes in handling and overcoming more objections successfully.
A Good Question
“Why do you try to overcome an objection?”
Before you answer that question too quickly, let me add this bit of news. Who is it that has the objection? Is it YOU? No. Ok. It is the prospect who actually has an objection, not you. How then, does anything really change if YOU overcome the objection?
You see, since it is the prospect that has the objection, the problem, the mental block that is stalling the sales process, then it is really the prospect who has to overcome the objection—NOT you.
A Different Way of Thinking
If the prospect objects on price, then it is the prospect that has to overcome that feeling and belief. Whatever the objection, it is the prospect that has to get past it. I say this because the only thing you can truly do is HELP the prospect get over the objection.
Instead of viewing the objection you get as an obstacle, as an obstruction, as a call-to-war, look at it as a time that you really need to HELP the prospect get through a difficult point of understanding.
The Same Side
As a professional sales person dealing with today’s modern and educated buyer, remember that you are on the same side. You want the same thing. The sales process is not a fight or a battle where someone wins and someone looses.
When the prospect raises an objection, you can battle with rebuttals and try to overcome the objection, or you can HELP the prospect solve his or her problem by working together.