Imagine that you’re pitching a shiny new idea to your boss, prospect or client. You could be almost positive that they’ll like it, or maybe you know it’ll be a hard sell.
And then comes the first hint of an objection: a skeptical or dismissive remark, possibly phrased as a question. You can see the whole plan collapsing.
What Do You Do?
Now, you know that the best time to answer objections is at the moment they are raised. Which shows that you are concerned about their wants and needs.
Also, immediately dealing with objections often helps you to close a sale or presentation. When someone takes an aim at your idea you must resist the urge to fire back.
Take a Breath… Then Handle Objection by:
1. Press Pause
When someone objects to an idea you’ve proposed–even if you haven’t even finished presenting it–don’t rush to respond. If you’re standing, walk slowly to the other side of the room. If sitting, scribble in your notepad or take a sip of water.
Exhale. These valuable seconds may seem short, but they can help you reduce your stress and defensiveness as you collect yourself.
What’s more, your pause might give the skeptic time to jump in with explanations or advice, taking the heat off you temporarily before re-entering the fray.
Taking a short pause and waiting to hear more keeps the focus on the person who’s raised an objection, adding subtle pressure for them to explain their reasoning. And that can open up a more productive dialogue.
2. Reframe The Objection As A Question
While pausing, try converting the objection into a question in your mind. Always Convert Objections into Selling Points!
If the objection is, “This idea isn’t consistent with our goals,” instead, hear him asking, “Can you help me connect your idea with our goals?”
Converting what sounds like an outright rejection into a request for more information helps soften the sharp edges so you can respond as a helpful adviser, rather than just defensively.
3.Empathize With Objectee, Restate Their Objections.
You do not always have to agree with customers. However, you should show that you understand their feelings and appreciate their points of view. The attitude you show toward objections will determine how well you answer them.
You don’t have to agree with the skeptical or dismissive remark itself, but it’s smart to recognize the concern behind it as valid. Empathize. Say something like, “I understand why you might feel that way,” or “I see how that might be something you’re concerned about.”
4. Ask To Hear More
If somebody you’re trying to win over to your idea expresses doubt, chances are they need more information to see your side of things. That’s a pretty good sign that it goes both ways, though.
So ask for help understanding their worries: “When you say your goals aren’t being met here, can you explain for me where you think it moves away from your needs?”
When dealing with a client who obviously isn’t pleased but sits quietly, stewing in their displeasure, your first question should be: “Will you tell me what you’re thinking?”
5. You Must Never Argue
It is often easy to be drawn into an argument.
6. Respond With “Because”
If you have a ready response to an objection, calmly state your case. Just be sure your reply includes the reason behind it, especially if that wasn’t clear yet by the time someone objected.
Use the word “because”: “I believe this approach will resonate with your audience because . . .” or, “This idea is worth a large portion of the budget because . . .” Then be as specific as you can, and make sure your rationale is geared to the skeptic’s needs and concerns.
7. Answer Objections Honestly and Continue Selling Your Idea
in a straightforward manner. Customers will respect you for it.
Of course, if you don’t have an honest answer right away, don’t bluff. Many ideas die sudden deaths because their creators are unwilling to admit mistakes or shortcomings.
Once you have answered the objections, continue your sales presentation with the goal of closing the sale. Do not repeat the objections later in your presentation. This only serves to remind customers of their objections and focus more attention on them.
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Understand how to respond to situations such as, “I’ll think about it, it’s too expensive” and “I’m looking at your competition” and tap into a hidden power behind your communication that positively impacts your message!
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There’s no need to feel the fear and anxiety that can come with handling objections. Once you become skilled at handling them, you’ll actually enjoy the process. We promise!
To become skilled it takes mentoring, training and practice like anything else.
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Nicky & Dave