10/19/2023-Objection Handling

Objection handling requires a measured approach to get the buyer to trust you. Not rushing to solve the objection means you’ll get more insights and truths that you’ll need to solve problems.

Does your BP spike above 100 when you hear "objection handling?"

Discussing objections with your customers should be like every other conversation; there should be no shouting or flying plates of food. It’s merely an academic and collaborative conversation.

Yet, addressing objections with your customers is hard.

To ensure you engage in a productive, convivial chat about real issues that might derail your deal, remember…
1. G o s l o w. Buyer’s minds don’t change quickly.
2. Don’t pound your buyers with questions. (Refer to #1.) Have a chat, not an interrogation.

Today, initiate a calm and collaborative conversation about objections with your customers.

Try this, "So there must be some obstacles floating in your mind about our offering…why don’t we chat about it…?"

Before starting the conversation, place your hammer on the table. (Sellers usually walk around with hammers, looking for a nail to pound.)

This type of conversation requires dexterity and calm. First, collect insights and don’t try to solve the problem on the spot; come back later having thought about the best solution for the customer.

Today, don’t use your hammer, use your questions and ears.

Buyers don’t share the full truth about how your offering fits because they don’t want to get hammered.

(Let that sit for a moment.)

Most sellers hear an objection, and they immediately rush to solve it. They hammer.

But if most sellers took the opposite approach, the buyer might solve their objections themselves.

Start with a question to get the buyer talking, then let ’em talk more. Feed their desire to be heard.

Try this question, "It’s normal at this stage in our discussions for you to be thinking about issues that could derail us…why don’t we get ’em out in the open so we can make progress?"

The first and most important part of objection handling should be to get the buyer to share the truth they feel about your offering. The solving comes later.

One thing is sure…if you don’t proactively invite your customers to talk about problems, they’ll keep hiding, and you’ll wrongly think you had a good meeting.

Selling is fun for many reasons…mostly it’s the adrenaline. The rush of the blood in the pursuit of the close is exhilarating, right?

Each day, you get to pound nails like a carpenter…

"Hey, there’s a problem over here….TOSS ME MY HAMMER."

"Ohhh, there’s a big nasty situation over there…I know what would fix that…WHERE’S MY HAMMER?"

Objection handling and hammers do not go well together unless you’re Justin Fiddler in this YT short.

If you can do these hammer tricks like Justin, you’re okay bringing your hammers to an objection-handling conversation.

Otherwise, chillax. Don’t pounce on the buyer.