ππ’πͺ ππ’ π¬π’π¨ πππ‘πππ π§ππ π π’π¦π§ π£π’π£π¨πππ₯ π’πππππ§ππ’π‘ ππ‘ π¦ππππ¦?
“πΌ ππππ π‘π π‘βπππ ππππ’π‘ ππ‘.” π€π€
I’ve always said that the most effective and best way to handle objections as a sales pro, is to not get them in the first place.
How? That’s a whole ‘nother training and post (hint: it has to do with open-ended questions)
However, I’m not naive enough to sit here and think that good sales reps never get objections. On the contrary, good sales reps know how to handle them better than mediocre sales reps. MUCH better.
And what is the most common sales objection?
Well, it’s a statement that usually masks the REAL objection, which could be a number of things from price, to trust, to anxiety. The prospect is simply saying “πΌ ππππ π‘π π‘βπππ ππππ’π‘ ππ‘,” to get you, the rep, to stop talking and go away.
However, there is a way to respond to the “πΌ ππππ π‘π π‘βπππ ππππ’π‘ ππ‘” statement, without sounding like a salesperson. And it’s simply based on keeping the conversation going rather than giving up, or responding with the ridiculous sales responses that have been trained for decades.
Response #1:
βTotally understandableβbig decisions deserve some breathing room. When youβve had a chance to mull it over, whatβs the one thing that will tip the scale for you?β
Response #2: (similar)
βNo rushβsleep-on-it decisions are usually the best ones. One question for you though if I may. When you picture this fully implemented 60 to 90 days from now, what has to be true for you to say βglad we did itβ?β
What these two questions do is force the prospect’s brain to come up with an answer about what actually will make them buy, but more importantly, it CONTINUES THE CONVERSATION, which will eventually get you to the REAL objection.
It also places them in a “future state” to actually imagine owning your product or service, and what it would take to get there.
So if you find yourself getting this objection more often than not, my first advice is to go over your calls (hopefully they’re recorded) and see if you can find what you missed. Because you almost certainly missed something during the appointment to cause this statement.
Second, I would suggest trying one of these two responses above, and then continue the conversation accordingly.
And for goodness sake and all that is pure, please DO NOT respond with the resistance-inducing, defensive-causing question – “So what is it you need to think about?”
You may as well pack up and go home after that.
Keep the conversation going, flush out the real objection, and watch your sales numbers soar.
#allanlanger #the7secrets #sales #inhomesales
