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This is the ONLY way to "handle" objections successfully
salesflo.substack.com
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I don’t really like the phrase “objection handling”. In a way, it implies that you as a salesperson are completely in control and that any objection can be overcome. “The term itself has led to a mentality where we as salespeople feel like we need to counter the objection and convince our prospects of something they don’t want to do.” I actually think the opposite is true.
Stop handling objections by talking about you and what you do. “The focus has to be on them and what they're going through.” Where they're at now, where they want to be, and why a delta exists.
The focus has to be on them and what they're going through. “Where they're at now, where they want to be, and why a delta exists.” Be curious and inquisitive, asking more than telling.
Where they're at now, where they want to be, and why a delta exists. “Be curious and inquisitive, asking more than telling.” "We're good Scott, but thanks for calling."
This is exactly why I recommend the bookNever Split the Differenceby Chris Voss to every salesperson. “”Handling” objections is about empathizing and seeking to understand your prospects world and through curiosity, trying to figure out if there is a gap between their current state and the ideal state with your solution.” Sometimes that gap does not exist, and that’s perfectly fine. Move on.
”Handling” objections is about empathizing and seeking to understand your prospects world and through curiosity, trying to figure out if there is a gap between their current state and the ideal state with your solution. “Sometimes that gap does not exist, and that’s perfectly fine. Move on.” This is where building your skillset ofLabelingandMirroringcome into play.
This is where building your skillset ofLabelingandMirroringcome into play. “Labeling is simply theverbal observations of feelings. It makes the prospect feel heard:” Prospect: “We are not interested, we already have a solution in place.”
Prospect: “We are not interested, we already have a solution in place.” “You:“That must feel good” or“It sounds like you are quite happy with the current solution in place”” Mirroring is about repeating the last few words your prospect said to encourage them to expand on their point and reveal information they might not have before:
Instead, be curious. “"That must feel good. What signals tell you that you're all good right now?"” This is exactly why I recommend the bookNever Split the Differenceby Chris Voss to every salesperson.
Stop making your pitch about you and what you do. “Stop handling objections by talking about you and what you do.” The focus has to be on them and what they're going through.
"We're good Scott, but thanks for calling." “Wrong: "I hear you but I help people like you every day. Lemme send you some testimonials and you will see why I'm confident I can help you too."” Instead, be curious.
Wrong: "I hear you but I help people like you every day. Lemme send you some testimonials and you will see why I'm confident I can help you too." “Instead, be curious.” "That must feel good. What signals tell you that you're all good right now?"
That being said, I’m well aware that not everybody picks up the phone and email is necessary at times. “Objection handling over email does actually serve an important purpose if you are looking to gather more information about an account.” It just needs to be done properly.
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