You should expect objections and you should not be surprised by them! Of course, people are going to have some questions (objections) before they purchase or invest with you.
So don’t get defensive, instead welcome the question or objection as your prospects desire to move the process forward. If they didn’t want to work with you they would just quit the process straight out. I’ve never heard an objection that wasn’t valid when looked at from the prospect’s perspective. So, instead of getting defensive, why not use their question or objection as an opportunity to provide even more value to them.
Try following this process: (Let’s use “I need to think about it” as the objection.)
- Agree with their objection –“Absolutely! This is something you should think about. You are right on target when you say that. You should be very concerned about rushing into something that you don’t have all the information on or have a clear picture of. Anyone that would move forward without taking time to really think about something or understand it thoroughly would absolutely be putting themselves in an awkward position.”
(They were expecting you to fight them at this point but instead you are agreeing with them. Their “fight/flight” response has been mitigated and they are now listening closely to you.)
- Repeat their objection in the form of a question – Anyone that wants to make a good decision should spend some time thinking about it and making sure it is right for them, shouldn’t they?
(You’ve now gone from an objection back to them agreeing with you! LET THEM ANSWER YOU BEFORE CONTINUING!)
- Getting them to tell you what it is that they need to think about – “It’s pretty obvious why people need to think about things. Nothing good ever happens by rushing into anything… so thinking about it makes total sense… what kinds of things would people need to think about?”
(What we are doing here is lowering their anxiety about actually giving us their true objection. If just come out and ask them what they need to think about… they’ll get defensive. So, instead, we agree with them and let them know EVERYBODY needs to think about it and then we pop the question, “What kinds of things do people need to think about?”
By popping this question on them, they are more likely to answer without thinking about their answer. They’ll just blurt it out. That’s important because they will give us their true objections. And once you have their true objection, you can address it.
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