Objections are opportunities. As hard as it is to admit this, it is true. Let’s think about it for a minute.
What makes someone buy from us? How do we get someone to commit? Especially when they keep objecting! Objections are routine, but your response shouldn’t be.
In this week’s episode, I will unpack for you why objections are opportunities as well as highlight 4 common challenges salespeople face. I also will share where those challenges are coming from and the best practices to turn them into opportunities to sell more.
Objections create a lot of resistance. But they also create a lot of opportunities. Whether insecurities come up around price, terms, or conditions, the key is to work with the prospect’s concerns by showing some flexibility around these critical issues.
Why do I say objections are opportunities?
Objections allow you to:
Walk the client through something they’re uncertain about
Showcase your knowledge so you can build trust
Point out additional value beyond dollar signs
In this video, I will share how important it is to understand the source of most objections. They usually stem from:
A failure to qualify the prospect.
– Ideally, we want to create a vision about our dream customer and match prospects against this ideal profile
-Think targeted, narrower, and concentrated – a smaller pool, but more fish.
-Value extends beyond dollar signs, price points, and costs.
-Ask yourself is the prospect being reactive or proactive?
-Remember, taking action to meet or exceed the competition increases value
-Hesitation is just that. It’s not a ‘no’.
-Build trust to uncover what the real concerns are
-Think of this as an opportunity to build a better relationship with the prospect and invite other vital decision-makers to join the process.
As I unfold these points my hope is that you will begin to see objections as opportunities, rather than being something to avoid. Not only salespeople but all of us can benefit from learning how to reframe uncomfortable situations and turn objections into opportunity.
Watch the Video:
Have you had experience with objections recently?
If you found this video helpful, share it with a friend and comment below what other topics you would like me to address.
You might also enjoy Conflict Isn’t Bad, It’s How We Deal With It!
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