For many entrepreneurs it can feel as if that’s all they ever hear at the end of a sales call, it’s all going swimmingly well right up until that end point and then queue the objection!
Many entrepreneurs also wish to avoid objections at all costs, because they literally dread hearing them!
But what if objections can be easily dealt with?
What if objections didn’t need to send entrepreneurs into a meltdown?
Let’s look at how to effectively deal with objections
1 – Understand the meaning behind the objection
Ok so that might sound a bit odd, I mean it’s a no right? What other meaning could there be? Well simply put for many people that objection isn’t as simple as they may make out, it may not even be real! Let’s look at it this way, for many people when it comes to saying yes to something that may well be taking them into the unknown their fear is going to go nuts and so it’ll throw up stories, excuses and anything else it can think of to ensure you don’t say yes…which leaves the individual coming up with an objection.
I don’t have money
I don’t have time
It’s not the right time for me
I’m not sure it’s the right thing
All objections and they can all be objections that are being thrown up by fear, seems rather strange I know but it’s true!
So the first thing is to understand that the objection isn’t always what they say it is, that objection is also more often than not hiding their real objection and that real objection being that fear is afraid of saying yes!
2 – Remove the emotion
Once you understand what an objection really is you then have to ensure you remove the emotion, the last thing your sales call needs is for you to get wrapped up in the emotion because the fact is that the individual on the other end is already wrapped up in the emotion of that objection so if you get wrapped up in it then you’re not going to be able to effectively help them move past their objection.
So you need to remove yourself from the emotion, understand that it won’t serve you or them if you get wrapped up in it like they are.
Take a step back, disconnect from the emotion that they’re feeling and that you’re feeling because you heard an objection, remember what the objection is and step back from the emotion with it.
3 – Help them dig deeper
Help them dig behind the objection, give them the space to discover whether this objection is absolutely valid or whether it’s a story that’s been created by fear to ensure they don’t go anywhere!
Ask them questions that help them discover the real reason behind it
Ask them questions that help them explore the objection in a more logical way than the emotional way they’re currently wrapped up in
Also even if the objection turns out to be valid, for example let’s say they don’t have the money for it, instead of just saying ok and leaving them walk away with that objection try and help them come to a solution that enables them to move past the objection.
Whether you help someone discover that the objection isn’t valid or whether you help someone discover a way to overcome the objection, you don’t want someone to leave the call with the same objection they came on there with, this doesn’t serve them in the long run!
4 – Hold a space for them to make a different decision
When I’m discussing this with clients one of the first things they say is….but I don’t want to be pushy! But this is where you need to reframe your thoughts, beliefs and stories that you yourself hold around sales.
Helping someone explore and work through an objection isn’t about you pushing them into a sale, quite the opposite actually. But many people do feel that way about it, they don’t explore objections because they’re afraid they’ll look pushy. So let’s reframe it!
Exploring an objection and helping someone work through it is about you holding a space for them to make a different decision, because the fact is they’ve probably sat with this objection for quite some time and until they deal with this objection whether that’s by working through it and coming up with a solution or exploring it and realising that it isn’t real! They won’t ever move until they deal with the objection.
So when you explore it with them, when you help them find a solution or a way around that objection you’re holding a space for them to actually move forward, to get whatever it is they desire, you’re holding a space for them to say yes instead of staying exactly where they are right now making the same choices with the same objections!