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Email: laura@416Sales.com
Why Objections Are Great Feedback
Why Objections Are Great Feedback
When a prospect gives you an objection, it can be frustrating, sometimes unexpected and feel like a setback. Getting an objection is actually one of the most useful pieces of information you can get. Objections aren't an attack on you or your offer. Instead, they act as clear feedback highlighting what might be missing in your overall sales system or where a gap exists in your conversation.
When a prospect gives you an objection, it can be frustrating, sometimes unexpected and feel like a setback. Getting an objection is actually one of the most useful pieces of information you can get. Objections aren't an attack on you or your offer. Instead, they act as clear feedback highlighting what might be missing in your overall sales system or where a gap exists in your conversation.
Rather than trying to argue or "overcome" pushback with slick scripts, viewing an objection as insight changes your entire approach. It allows you to step back, listen, and evaluate what is really happening.
Rather than trying to argue or "overcome" pushback with slick scripts, viewing an objection as insight changes your entire approach. It allows you to step back, listen, and evaluate what is really happening.
The 3 Reasons People Buy (And Don't Buy)
The 3 Reasons People Buy (And Don't Buy)
It’s important to go back to the basics to understand what you’re selling. Someone wants to buy something. They want information if they are talking to you. If they were able to get what they wanted on their own, you wouldn’t be having a conversation. That’s just the reality of sales with AI and the internet.
It’s important to go back to the basics to understand what you’re selling. Someone wants to buy something. They want information if they are talking to you. If they were able to get what they wanted on their own, you wouldn’t be having a conversation. That’s just the reality of sales with AI and the internet.
The first question that comes to mind is, what do they need or want or say they want? Whatever the product or service is, there are 3 reasons someone will buy or not buy from you: Trust, Value, and Timing.
- Trust:
Does the prospect trust you, your business, your brand, and your solution to provide what they need and deliver on what you promise?
- Value:
Does the prospect see the value of what you’re offering as a clear, worthwhile return on their investment compared to the cost?
- Timing:
Is buying now a priority for them, or do they have other things they are doing or working on that are more important to them?
Trust, value, and timing are also the three reasons people decide not to buy from you. When a prospect gives you an objection, it always traces back to one of these categories. When you understand that, you can work on providing trust, value, and timing options to prospects in your sales conversations.
Trust, value, and timing are also the three reasons people decide not to buy from you. When a prospect gives you an objection, it always traces back to one of these categories. When you understand that, you can work on providing trust, value, and timing options to prospects in your sales conversations.
Identifying the Right Category
Identifying the Right Category
When you hear hesitation, pushing doesn’t solve the issue. It’s important to identify which category the objection belongs to. If they don’t trust you, your company, or what you’re offering is going to work for them, trying to force a deal doesn’t move you toward closing the deal. It has the opposite effect.
When you hear hesitation, pushing doesn’t solve the issue. It’s important to identify which category the objection belongs to. If they don’t trust you, your company, or what you’re offering is going to work for them, trying to force a deal doesn’t move you toward closing the deal. It has the opposite effect.
If they don’t see the value they want in what you’re offering, they aren’t going to buy regardless of what price you land on for them. If someone says they want to buy the exact thing you offer and they have objections about buying from you, you need to understand why or what you’re missing.
Timing is about when they want to make the purchase. If they are doing their due diligence and like to plan before they buy, you’ll have a tough time trying to close a deal during the first conversation you have with them. You need to understand what they are trying to accomplish and answer their concerns as you’re talking to them. You do that when you’re in the presenting stage of your conversation.
Is It The Right Fit?
Is It The Right Fit?
Understanding these categories can also help you determine if a prospect is the right fit for your business. Not everyone who looks at your products or services is an ideal client. The right customers will want to buy from you when everything is the right fit and you have the right solution for the job.
Understanding these categories can also help you determine if a prospect is the right fit for your business. Not everyone who looks at your products or services is an ideal client. The right customers will want to buy from you when everything is the right fit and you have the right solution for the job.
I had an insurance agent I was talking to about SEO. He heard SEO was a good thing to do. He kept putting off getting started. After a year, I asked him what he really wanted. He said he wanted leads. I told him PPC was the better option for that. He signed up on that call. I should have asked him that question sooner.
You Need To Have a Sales System
You Need To Have a Sales System
Handling objections without feeling pushy is much easier when you have a clear, repeatable process to follow. It can help you define what you’re doing so prospects will trust you, understand that value you offer, and be comfortable getting started when you have the right solution for them.
Handling objections without feeling pushy is much easier when you have a clear, repeatable process to follow. It can help you define what you’re doing so prospects will trust you, understand that value you offer, and be comfortable getting started when you have the right solution for them.
If you want help writing a sales system for your business, my workbook, "Sales Without Being Pushy: Write a Simple Sales System You Will Actually Use," walks you through writing one that will reflect who you are, your values, and how you want to do business. You have to be yourself when you sell to get better results.
If you want help writing a sales system for your business, my workbook, "Sales Without Being Pushy: Write a Simple Sales System You Will Actually Use," walks you through writing one that will reflect who you are, your values, and how you want to do business. You have to be yourself when you sell to get better results.
Section 1 in the workbook is about handling objections. You can use the Read Sample button on Amazon to go through it, read the story, the sales lesson, the principle and do the simple exercises to see if it's your kind of thing before you buy it. At the very least, you'll have a piece of a sales system and know how to handle objections when you're done.
Section 1 in the workbook is about handling objections. You can use the Read Sample button on Amazon to go through it, read the story, the sales lesson, the principle and do the simple exercises to see if it's your kind of thing before you buy it. At the very least, you'll have a piece of a sales system and know how to handle objections when you're done.
If you’re outside the US, go here and scroll down the page to find your local Amazon link. That way the workbook will be shipped in your country and that’s a lot less expensive.
If you’re outside the US, go here and scroll down the page to find your local Amazon link. That way the workbook will be shipped in your country and that’s a lot less expensive.
Need help with more than a simple sales system?
Need help with more than a simple sales system?
Click below to request a time to talk.
Click below to request a time to talk.
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