The MORE objections you are getting the MORE sales you are going to get – an extract from the #1 bestseller “Close the deal and Suddenly grow Rich”
The MORE objections you are getting the MORE sales you are going to get – an extract from the #1 bestseller “Close the deal and Suddenly grow Rich”
Salespeople who are not Champion Closers interpret an objection as a negative sign from their prospect that they just don’t want to buy their product and every time they hear any objection they kind of give up!
The reason I know this is because I used to do it myself a lot before I became a Champion Closer!
The misinterpretation is probably the biggest mistake anyone can make when they are with their prospects! Because it is simply not true!
Objections indicate a genuine interest for what you are offering and it is interesting to note, successful qualified appointments have twice as many objections as unsuccessful ones! This is interesting isn’t it? But the fact is, an objection is just another form of question your prospect is asking you and any sort of question from your prospect is utterly fantastic and means they are totally engaged with you in your presentation.
When your customer starts objecting it means that he or she is beginning to consider your offer very seriously. This is when you have created an opportunity to sell!
Yes, an opportunity, because you have created a chance for you to listen to them and build more rapport, and you have indication where they are in their buying process and what they do and do not like! In this matter you absolutely cannot sell without objections!
What if you aren’t getting any objections?
If your customer is not objecting or disagreeing then most probably they will not buy.
WHY? Because they are NOT taking you seriously or your product or service seriously!
If they were interested, they would show interest and compare what you are offering with something they already have or know about.
To compare they must have a frame of reference, and to have a frame of reference they must know the fundamentals of what you are talking about. They must be more aware, to be more aware they must ask questions to CLARIFY in their own mind and realize exactly what your offering is and could mean to them.
This is HUMAN NATURE and part of their buying cycle
NO OBJECTIONS = NO INTEREST
LOTS OF OBJECTIONS = GREAT INTEREST
Most direct sales people MISREAD a lot of objections as a lack of interest when quite the opposite is true
Jujitsu Warriors philosophy – A warrior does not fight an opponent who is sitting down and not interested in Battle, he sits down and waits….
In other words;
You can only convince somebody when they are engaged with you!
But where do these objections come from?
The customer is basically not convinced yet of your presentation whether it is on the phone or face to face. The customer does not want to make a mistake in buying or subscribing to your offering.
Therefore what is driving the prospect to say these comments is FEAR. The FEAR is that your service or product will NOT solve their problem, and them having to waste their time and money through the whole process of your presentation, they will tell if they are not interested, because they want to cut it short!
How would you feel if you purchased the wrong product?
The question is important to answer because we are all programmed to hate making mistakes, especially if other people depend on your product purchase. An objection is a concern. A concern comes from interest, interest comes from desire!
How do you know when they are interested and engaged with you?
They will be talking, objecting and asking questions more than you are!
Objections are what people use to understand your offering and justify logically if it makes sense. If it makes sense logically then it will FEEL more like the right decision for them.
Therefore emotionally the customer feels secure in their purchase.
People make decisions based on how they feel not how logical it is or may seem.
If it is not logical, the emotions do everything they can to justify the decision, eventually emotion cannot reason with Logic and the customer will not be happy because they are fighting with themselves internally.
You must satisfy emotion AND logic needs before your customer buys.
80% of their first decision will be emotional, because it will have to feel good when they buy. Logic takes control when they are not under the sales influence when they get home and cool down. Does your product make sense in the cold light of day to them? You must satisfy this question in your presentation.
So when an objection comes along, how do I handle it?
That’s a great question!
To overcome ANY objection, YOU MUST CONSTANTLY USE FOUR LAWS;
- ALWAYS AGREE WITH THEIR OBJECTION.
- ALWAYS UNDERSTAND WHERE IT IS COMING FROM.
- ALWAYS LISTEN FULLY TO THEIR OBJECTION, EVEN IF IT IS VERY NEGATIVE.
- ALWAYS CLARIFY IT BEFORE YOU RESPOND AND TRY AND OVERCOME IT.
