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.