If you are in sales, or marketing, or in any kind of business, you have to learn how to overcome objections. I have been in some kind of sales or advertising or business since the early 90’s. After spending thousands of dollars on trainings and personal development, I have found some key themes in how to overcome objections.
Here is the periscope I did this morning on this exact topic. If you get value please comment and share.
It really comes down to 3 key activities that will assure you serve more people, have more fun, and sell more. When you implement these strategies you will find that you will triple your results with a third of your effort. When you encounter objections in sales and marketing, you are in the game. Your prospects are not saying “NO”… they are saying “I don’t know”. It’s your job to help them understand the benefits of your products and services. To learn more ways to overcome objections check this out
Here are 3 easy ways to overcome objections in sales and marketing
- People want to be heard and validated. Make sure you are listening to your prospects and customers. When they give you an objection it means they want more information. When they give you an objection, repeat what they asked, and get clarity. If they say “it costs too much”.. you repeat “so you are saying it costs too much?” .. When they say yes… ask this ninja question …”Can you tell me more about that?”. This will put it back in your prospects lap, and take the pressure off you. When you ask “Can you tell me more about that?” it forces them to think about what they said, repeat it, and think… you will then see them come up with some other information that is more relevant to their situation.
- Mirroring. If they are a low talker, lower your voice or tone. It they are aggressive and curt, answer the questions quickly and bluntly. If they get lost in the story, tell them you understand what they are saying and where they are coming from.
- A.B.C – This is old school for how to overcome objections … it stands for Always Be Closing. Although I still like this, but I like the new version better. A.B.C now means always be caring, always be connecting, always be contributing…. this will allow you to always be closing.
If you got value out of this, please comment and share.
To your success
PS – I have partnered up with The Business Architect, Paul Finck. He and I will be doing hosting The Ultimate Sales and Objection Handling webinar Thursday Night Oct 29, at 9pm. We have a few seats left. You can register here.