The Gift of Objections
Karen Graves
Helping Seasoned Professionals Become High Earning Coaches and Consultants | Subscribe to the High-Value Selling for Coaches Newsletter
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.
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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:?
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.