Before attempting to handle any type of objection, it is important to begin by looking at the beliefs that sales people are holding in their minds. If they are focusing on what objections they believe they will encounter, they will unconsciously transmit these thoughts to their prospects.

Every moment, human beings perceive things on many different levels based on millions of bits of information being absorbed into the unconscious mind. Our conscious mind is not able to process all of this information and tends to select small chunks at a time.

At the most basic level there is neurological perception, the way we perceive sensory-based things. This level of perception is based upon the functioning of our end-receptors (i.e., our eyes, ears, skin, nose, tongue and mouth, inner ear, etc.). If there is damage in the end-receptor, our ability to pick up information from the energy manifestations in the world will be affected, sometimes completely cut off so that we perceive nothing, or in limited ways, or in very distorted ways.

At another level, an individual’s experiences and consequently their beliefs will influence and colour their perceptions. Ultimately, the only thing that can be ‘real’ for an individual is the ‘reality’ that they hold inside their mind. Have you ever experienced buying a new car and suddenly noticing how many cars of the same type as yours are driving around? This is because your car has been a recent, conscious focus for you so you see similarities with this new focus.

Objections start with a thought. You have to think about an objection to manifest and experience the objection. For years, Quantum physicists have been working to prove the entire Universe stemmed from a simple thought, and this is referred to as The Law of Creation. When an individual holds a particular thought for any length of time, they are focusing their attention on this thought. This attention will attract evidence of the thought into their lives that consequently serves to validate and strengthen their initial thought.

According to Dr. Fred Alan Wolf, Quantum Physicist, “The mind is actually shaping the very thing that is being perceived.” This concept has enormous implications for sales people who have a tendency to encounter the same type of objections repeatedly, because ultimately at some level they are not comfortable about a certain aspect of your company’s product or service. This means that their perceptions are being projected onto their prospects.

You may also enjoy “Why Buyers Resist & Object”

Today’s News:

Congratulations to Tibor Shanto, this month’s “Top 10 Sales Article Of  The Month” winner over at Top 10 Sales Articles with “How To Shorten Your Sales Cycle”

 Tibor now joins a very illustrious group and goes forward to the grand “Top Sales Article Of The Year” final, which this year will be broadcast live on December 22nd – details soon.

All of this means of course, that we have already posted October’s selection, and you can read them all and vote here

Trackback URI | Comments RSS