You know, I think I get more requests for advice on handling objections than any other single topic. Here are some thoughts that I typically share:

In essence there are two combat strategies regarding objections.

The first is pre-empting them – in other words, by anticipating and responding to the objection before the prospect has even had a chance to voice it.

The second is by dealing with the objection as it arises. If you are prepared to incorporate both strategies then you’ll encounter fewer objections and be more resourceful when they do arise.

Pre-empting objections enables you to plant a positive association to an anticipated concern, your prospect may have.

For example, if you thought that you might encounter an objection regarding price, then at the early stages of your discussions you could say something along the following lines:

“In the past, some of our customers have initially thought our products too expensive. However, as soon as they considered how much their current situation was really costing them, they realised that we offer exceptionally good value.”

The key to using this strategy is being able to put a positive ‘spin’ on every potential objection, and use the social proof principle by referring to the objection as one that others have also experienced initially, before they realised the overall benefits.

In the example shown above you’ll also notice that it incorporates “Away From” motivation, (“how much their current situation was really costing them”) with “Towards” motivation, (“they realised that we offer exceptionally good value.”) To make this strategy even better, customer testimonials that highlight this objection in terms of how they felt initially then what convinced them to buy from you, can really drive your point home.

The second strategy is a seven-step process that can be followed when encountering any type of objection, and I will further discuss this next week, so stay tuned.

In the meantime, you may also enjoy “How To Recognise Why Buyers Object”
 

Today’s News:

Here is an early heads up for you, because I know that you enjoy that “read it here first” feeling!

Imagine a global contest to find the very best salespeople on the planet? It’s an awesome challenge, but we are going to take it on. I have been asked by AllBusiness to Chair a panel of internationally recognised sales experts, who like me, are looking forward to unearthing the world’s best……more very soon.

I will be posting on both days this w/e, so be sure to join me.

PS: Following on from yesterday: I am beaming from ear to ear! The beautiful Alice Farrington passed with flying colours – and with exceptional grades; England have made a reasonable start in their quest to win back the Ashes; Usain Bolt did of course smash the 200m world record and someone did indeed become my 500th contact on LinkedIn

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