How do you handle objections and rejections with a positive and professional tone?

1 Understand the objection

The first step to handling an objection is to understand what it is and why it is being raised. Is it a genuine concern, a request for more information, a sign of interest, or a polite way of saying no? You can use the LAER model to listen, acknowledge, explore, and respond to the objection. Listen actively and empathetically, acknowledge the prospect's point of view, explore the underlying reason and implication of the objection, and respond with a solution or a benefit that addresses it.

2 Use positive language

The way you speak and the words you use can have a big impact on how the prospect perceives you and your offer. You want to avoid using negative, confrontational, or defensive language that might trigger resistance or hostility. Instead, use positive, confident, and respectful language that shows you value the prospect's opinion and want to help them. For example, instead of saying "You're wrong", say "I understand your perspective", or instead of saying "That's not true", say "Actually, that's a common misconception".

3 Show empathy and agreement

Another way to handle objections and rejections with a positive and professional tone is to show empathy and agreement with the prospect. This does not mean you have to agree with everything they say, but rather you have to find some common ground or acknowledge their feelings. This can help you build rapport, reduce tension, and show that you care about their situation and needs. For example, you can say "I appreciate your honesty", "I can see why you feel that way", or "That makes sense".

4 Ask open-ended questions

One of the most effective ways to overcome objections and rejections is to ask open-ended questions that invite the prospect to share more information, reveal their pain points, express their interests, or clarify their doubts. Open-ended questions are those that cannot be answered with a yes or no, but rather require a more detailed or elaborated answer. They can help you uncover the real objection, understand the prospect's needs and goals, and guide them towards a solution or a benefit that matches them. For example, you can ask "What are your main challenges right now?", "How do you measure success in this area?", or "What would make you consider changing your current situation?"

5 Provide social proof and testimonials

Sometimes, prospects may object or reject your offer because they are not convinced of its value, credibility, or suitability for them. In that case, you can use social proof and testimonials to reinforce your message and persuade them. Social proof and testimonials are examples of how other customers have benefited from your product or service, how they have solved their problems, or how they have achieved their goals. They can help you demonstrate the results, quality, and reliability of your offer, as well as create a sense of trust, authority, and popularity. For example, you can say "Many of our customers have reported a 50% increase in sales after using our solution", "One of our clients said that our service was the best investment they ever made", or "We have over 1,000 positive reviews on our website".

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?