March 8, 2017

Objections, Your Honor

Whenever I talk with anyone in sales, this question invariably pops up:

"How would you suggest I deal with objections?"

Short answer:
Don't do anything objectionable.

Long Answer:
Take a seat.

Objections can take many forms. Maybe it's about budget. Timing. Needing to talk with a partner before making big decisions.

Whatever they're telling you, it's a smoke screen.

The reason they give is never what the objection is truly about. No matter what the excuse, here's the real issue:

Lack of Trust

Maybe they don't trust you. Maybe they don't trust themselves. Maybe they don't trust whatever you're selling to do what they need done.

Maybe they don't trust their ability to do what you say they can do.

Maybe they don't trust their team to follow through.

How do you find out?

You're not a mind reader, so the only other option is to treat their objection as a request for more information. They need to know more about you, what you're selling, other people who have bought from you previously, their results, how people like them have fared with your services, etc.

Objections are really only objections when you've done something inappropriate. Otherwise, they're a request to build more trust.

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