Overcoming Objections: 1 Step Closer to Closing Sales:
If you’ve never been in sales before, you might be scratching your head wondering what the phrase “overcoming objections” mean. Typically an objection is just ‘an excuse a misinformed individual (sales prospect or lead) would make to escape the sale.’ So how do you overcome objections? One important tip I learned is that objections aren’t necessarily bad. In fact, it is an opportunity for you to LISTEN to your prospect instead of thinking about what you want.
Slow down …. listen and you will be able to read past the ‘words’ of ‘objections’. You will discover that the prospect or lead is actually helping you to determine if they are a qualified lead! They are telling you whether or not it would be worth your time & energy to work with them. Truth of the matter is that some people are stuck in mindset paralysis and there is nothing you can do about that. It is up to you to be able to quickly determine if the prospect or lead is the type of potential business partner or customer that you really want to do business with … or will they be a time waster. Quickly coming to a conclusion re: the sales objection takes a little practice. All you have to do is learn to listen to what is beneath the onion skin. This will take a little practice but it will go a long way to assisting you in saving time and closing more sales. It will also help you develop a valuable network of quality customers and business partners.
Closing Sales: Read In Between the Lines
Here are some of the most common objections (detours while closing sales) I hear when dealing with prospective customers on the phone:
*Objection #1: “Before I take a look at your website, how much is it (your product or business opportunity)?”
How to overcome: NEVER give them a price before you’ve built VALUE. If you give in to this, and lead off with a price, you will most likely lose the sale! Instead, redirect your prospect with a laugh: “It’s under a million dollars….ahahahaha!” Once they are off the price, refocus them on visiting your website. Reassure them that it is affordable, and that you would like them to become more informed. If they insist on knowing the price after this, they may not be ready to join in your opportunity. Those are usually the type of people that are looking to make a quick buck, and aren’t willing to invest in themselves, their eduction, or helping others. Remember, you want to work with people that are willing to follow directions (and you should have directed them to a website & given them direction on the next step to get started).
*Objection #2: “Ummm….I need to talk to my wife/partner first.” Granted, I believe in clear communication between spouses, but this line is overused as a way of escape!
How to overcome: “Hey Diane, I can respect that, but can I ask you a question. Do you want to seriously move forward, or are you just not interested. Please just let me know because I’d hate to waste my time and yours.” If they assure you they ARE interested, pin them down with an appointment within 24 hours. If they admit that they really AREN’T interested, move on & wish them well. Your time is too precious to try to force someone into an opportunity. Don’t be desperate, take it as a red flag that it is a dead lead & go on to the next prospect.
*Objection #3: “I just don’t know. How much money are YOU making, Faith?”
Just a few side notes on this one: First, this is a rude, intrusive comment. Forgive them for they know not what they say. Would you really start a conversation with someone & out of the blue ask how much they make? Not likely. It’s really not their business, but handle this one carefully. This may be a red flag of someone that is looking to get rich quick. It also is a sign that they may not be able to make a decision themselves & they want you to lead them into making a choice. It could possibly mean that they are a business hopper….one that hops from business to business & never focuses on/works one business. However, before you decide they are a person to avoid, you might want to continue questioning them further.
How to overcome: “I’m on my way to making 6 figures (this is not a lie if you are actively working towards this goal), but it’s not about what I am making, it’s about how much money you want to make!” Again, send them to your website, get them informed, and then you will see if they are serious about investing time and effort in your product/business.
Closing Sales Takes Practice & Patience…Don’t Get Discouraged!
The bottom line is this … if you are serious about building your own business, you have to realize that objections come with the territory. Not everyone will like you, or your product, or will say ‘YES’ to the opportunity you are proposing. Don’t take it personally. You need to keep in mind that objections can be useful and enlightening when considering the type of people you want to work with. Shut up and Listen intently to the objections. Try to overcome them if possible. And if you cannot break down the objection, this could be the time to let the lead go. Move on. It is okay.
You’ve heard it said before, ABC = Always Be Closing. You are in your business to make money, obviously. MORE IMPORTANTLY, you are in your business to help others as Zig Ziglar said! It’s not just about the dollar…that is just the icing on the cake. Imagine having the power to help others help themselves! Your business opportunity or product may be just the thing they’ve been looking for. Of course there are som people who don’t want to be helped. But by understanding objections, and navigating around them, you will be able to find the few that DO want to be helped. Those are the ones you want to focus on so that they, too can make a positive decision for their business future.
Closing sales is the lifeblood of your business!
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