Stress Less When a Prospect Objects

April 11, 2022

Hey Friends,

Does your stomach get queasy just thinking about handling a prospect's objection?

It may even feel like personal rejection rather than what it is--- a prospect processing as they make a final decision about your product or service.

It's the word itself that leads to faulty beliefs.

The synonyms for objection include words like, protest, outcry or counter argument. What negative connotations!

No wonder you, as the salesperson, feel on the defensive.

But think about your big last purchase. Mine was a car.

As I considered buying it, I asked a lot of questions.

How many miles can this car get in the city on a tank of gas? What is the warranty on this it? For how long? What are the payment terms? How much is it to transport this make and model from the Arizona dealership to this one?

We ask a lot of questions when we are seriously thinking about making a purchase.

It is the same for your prospect--especially if your program or service is high-end.

At heart the prospect wants to know:

• Is your price reasonable enough for the solution I am looking for?
• Are you, the expert, the one who can address my needs?
• Can I really experience a full transformation?

Honestly, many prospects have gone through a number of coaches, stating that their program would bring them x, y, and z results but didn't.

Can you blame the prospect for being a little wary?

So, normalize objections. Your prospect is asking questions because they are considering your prospect or service. So, when you hear--"I am interested, but..."?get excited.

This will mindset shift will help you overcome your stress when a prospect objects.

Join us next week. In part 2, you will get a wif about how to handle one of fifteen typical objections a prospect has---"Why does service cost so much?"

I'll share a few techniques you can use to successfully address their concern.

Having strategies in your back pocket BEFORE you have a sales call is key to mastering objections.

Join us.

PS?There is no way I can teach all the?techniques about how to effectively handle objections to get to the sale.

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