The importance of validating objections from prospects and reopening communication

Many prospects have a stereotyped image of a salesperson that comes into play whenever they're approached by someone they've never dealt with, but who seems totally focused on making the sale.”

We can better understand people by keeping in mind that they have been through the typical salesperson pitch. As a result, prospects will feel less pressured or threatened, so they will be more willing to discuss their situation. It will be easier for them to open up to you if they trust you aren't trying to sell them anything.

The old sales mindset that teaches you to overcome prospects objections immediately and move towards making a sale.?This is a very one-sided approach to a moment that could great really awkward quickly.

Being in this defensive, quick dismissive way of overcoming objections will make your prospects feel like it’s an attack on their reality, and they in turn become defensive too.?They start fearing that you’re going to try to “sell” them by persuading them, so they either challenge you more, or they try to get out of the situation.

In the new mindset, prospects raise objections as challenges. Your conversation can be halted or it can grow as a result of these objections.?It is better to think of objections as ways to learn more about your prospect's situation... as legitimate “concerns.” This mindset shift diffuses the rather confrontational aura around the term “objection.”

Next time your prospect raises an objection, you can simply tell yourself, “Ah, here’s an ‘objection.’ I need to diffuse any tension, and to be sensitive to any defensiveness that they may be feeling so I can learn the truth.” So, whenever you hear an objection of any kind, in most cases you can begin by responding with these four words: “That’s not a problem.”

By saying this in a calm, relaxed tone, you're simply confirming that what the other person is saying is true. When you say, "That's not a problem," tension is diffused and the conversation can continue.

With this in mind, you will need to decide what to say next based on the specific objection. You can ask a question that says, “I’m not going to convince you otherwise, but I’d like to know if you would be open to looking at this in a new perspective." The suggested phrases “Would you be open to” is important because it is an effective way to show respect to prospects and ask if they are interested in trying something new.

As you shift from "Fight or Flight" mode to "re-engage" mode, you create trust and allow the conversation to re-open without pressure.

Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continue to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit www.UnlockTheGame.com/Podcast