I recently listened to a podcast from Rochelle Carrington and it opened my eyes to dealing with objections. With many thanks to Rochelle, let me share with you what I’ve learned.
It is natural for us to have negative, emotional feelings to objections in a sales call. When our prospects object, it’s our tendency as salespeople to become defensive, to justify our position, and to convince our prospects of the folly in their thinking. We take a protective stance and we over-explain in an effort to get prospects to change their mind. However that only makes the prospects get wary and we create an environment that is unsuitable for closing business.
What if we view those objections as just opinions? It’s natural for us to view opinions with curiosity. It piques our interest; we want to understand why they believe something different than what we believe. By asking more questions we help our prospects view the situation in a different light, possibly allowing them to decide for themselves to change their mind. They overcome their own objections and we don’t have to defend anything.
As you prepare for your next sales call, make this mental note: “Objections do not exist; they are just people’s opinions”.
I wish you great selling.
August 3, 2019 by Ken Seawell in Sales Process
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