Sales Objections:An Opportunity to Build Relationship

Objections during the Sales Process are NOT something to be Handled or Overcome. Rather they are a chance to really get to know your prospect or customer and what makes them tick.

If you really get what matters to them that would cause them to object or have concerns, your client will feel more drawn to you since you truly understand them. And this context will be a background for future sales.

Traditional View of Overcoming Objections

It goes something like this.

1. Hear objection and allow prospect to fully articulate it. Listen and show understanding.

2. Repeat the objection to prospect to insure you understood correctly.

3. Explain with testimonies, evidence and reasoning that will effectively overcome the objection by demonstrating it shouldn’t really an issue anymore.

This is pure balony. All objections are valid.

New Model of “Being With” Objections

1. Hear objection and really understand the prospects world. Listen for what makes them tick, what they are committed to and care about that has them object or have concerns.

2. Respond in a way that demonstrates you fully understand their world. This does not mean restating word for word what they said. Just because you understood what they said doesn’t mean you put yourself in their shoes. Rather if you really understand them the conversation will take on a new flavor or exploring the issues in partnership.

3. Keep exploring what they are committed to and care about and really stand with them to have this (what they care about). It is not about your product or service. If you product or service is a SOLID match for them, then match up what you offer to what they want and need using the testimonies, evidence, and reasonings. But it is not to convince, rather for them to discover for him or herself how this will meet their interests and concerns.

TeamLoveMoon Objection Handling

Objection Exploration Call

Tommy J tells me TeamLoveMove is growing exponential. To support this continual growth I am working with your team to create an Objection Handling training just for you and what you are currently dealing with.

So to support this, I need to hear exactly what complaints, resistances, and objections you hear and the context.

1. What are the top objections you hear when promoting your product and your opportunity?

2. What is your response to what they say to you?

Join me Sat. May 9th for 90 minutes to share with me and each other both of these.

Then with whatever time is left on the call we will begin offering part of the training with your top 1 or 2 objections (depending how much time you have).

Objection Handling Call
Date: Sat. May 9th
Time: 10am – 11:00am PDT

The Key Benefits of Mastering Objection Handling are:

• Creating better relationships
• Having a larger network
• Keeping a cool head no matter what they say
• Getting more sales and active distributors over time

Key Principles

• Objections are not something to be overcome, rather they are welcomed as an opportunity for understanding and relatedness
• Everytime someone says “No”, they are saying “Yes” to something else. What are they saying “Yes” to.
• Whatever they are objecting to they probably object to that often. If you can help them have some results around the actual objection you can make a huge difference in their life.