The Gift of Objections

The Gift of Objections

How to turn hesitations into opportunities

I had the honor and pleasure of being interviewed by Shanee Moret and Shankar Poncelet of GrowthAcademy.Global on how to sell with confidence (you can see the replay here).

One of the attendees asked a question in the comments, "Do you have any tips on handling objections?" I didn’t get a chance to address so I promised him I would answer it. Since it's a mouthful and a common question, I decided to share it with you here as well.

First, can I just say, that I love getting objections??

When someone is presenting an objection it's a sign of interest and a need for more information to help them weigh their options. It’s also a chance to see what gaps may need to be closed in your sales conversations about your offer and working with you. Your potential clients are simply trying to determine if they should move forward.

Objections are a good sign that they want to.

There's a two-pronged approach to objection handling:?

1) Be Proactive - When you have a solid understanding of who your ideal clients are you can anticipate some of the most common objections you may receive. You can proactively answer them in your marketing, pre-call communication, as well as, during your calls. The advantage of answering them before your calls is helping potential clients opt themselves out of further conversations. If they aren’t ready to work with you or you’re not offering what they are looking for, this will save you both time and effort.

2) Turn the Objection into an Opportunity - Remember, an objection is a positive sign Here’s a quick step-by-step on how to turn the objection into an opportunity for your potential client to gain deeper confidence in your expertise to lean into a yes:?

  • Listen Fully: An objection is a request for more information. When you hear it, even though you may know the answer and be eager to address it, pause to ensure you hear the entirety of their question. Make note of their tone. Do they sound hopeful that you’ll answer in a way that they can say yes? Or do they sound skeptical, as if they aren’t yet convinced you are on the same page? How they say what they say is as important as what they say.
  • Validate Their Concerns: Acknowledge the objection. A simple "I can appreciate where you're coming from" goes a long way in building trust and rapport.
  • Clarify, Clarify, Clarify: Dig deeper with questions like "Can you tell me a bit more about that?" Often, the real objection is buried beneath the surface. Understanding the root cause is key to addressing it effectively.
  • Educate and Inform: Provide additional information and/or resources, like testimonials, case studies, and past results, to further educate on how your coaching can address their specific concerns. Remember, it's not about hard selling but providing value and solutions.
  • Confirm Completion: Once you have addressed the concern, check in with a quick, "Did that answer your question," or "Have I addressed _________?". In this, you can see if any secondary hesitations have come up or if they have all of the information they feel they need.
  • Restate the Offer: Now that you have closed the hesitation gap they now have fresh eyes on the information. Restating the offer lets them reconsider with a clearer mind.
  • Repeat, Allow, Release, or Welcome: Restating the offer will be met with another objection, a request for time to consider, a No/Not Right Now, or a Yes. If they raise another objection, repeat the process above. If they say they need time to consider or check finances, grant it. When a person strongly opposes deciding at that moment and it risks the relationship, err on the side of maintaining the relationship. If they say no or not right now, let them go and ask permission to stay in touch. If they say yes, welcome them in.

When it comes down to it, objections are not roadblocks but opportunities to create deeper understanding and alignment with you and your offers that your potential client can make an informed decision. Embracing them helps to refine your approach and connect more meaningfully with potential clients.

Do you find yourself hesitating with objections or wanting to have smoother sales conversations overall? Send me a DM. Would be happy to speak with you about how to have smoother conversations that convert into new clients.

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