10/2/2024-“What might stop you from buying?”

Buyers come to your meetings with questions, issues, and objections about your offering. Deal with each as a box-ticking exercise….address them academically.

Objections grow inside your buyers’ brains like weeds burst through the cracks of a sidewalk.

Doubts and misperceptions about your company and offering exist in the minds of every prospect you meet. …at all times throughout the funnel.

Even if you met with a prospect yesterday and addressed their issues, other objections may be growing back inside their heads.

The time to double down on surfacing the truth is when the buyer says, "yeah…we good."

Surface objections always.

In your meetings with buyers today, proactively address obstacles and objections.

Try this, "What do you think could stall our progress toward a deal?"

Or, "What specifically do you think are the hurdles we face to doing business with you?"

However you edit the above questions into your voice, you must get into the practice of constantly unearthing obstacles from customers.

After the chat, don’t whimp out and say to your buyer, "….so…we good?" That’s lazy.

Instead, say, "How did our discussion change your perception and thinking about our product?"

In this compelling TED Talk, Eduardo Zanatta asks, "Which is greater, your desire to succeed or your fear of failure?"

Great question!

Objection handling involves a lot of failing…you’re not gonna eliminate every objection your buyer has.

But the good news is you don’t have to. You can still get bought with an imperfect offering.

Your job is to shrink objections.

Be courageous and ask direct, specific questions of your buyer about their concerns.