”What might stop you from buying?”

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. They’re already there at ”nice to meet you,” and they persist throughout the funnel.

If you met with a prospect yesterday and addressed their issues, you can bet other objections are growing back inside their heads today.

Further, be wary of when the buyer says, ”yeah…we good.” Never assume ”you’re good.”

Get the objections out into the light. Surface them.

In your pitch meetings today, proactively address obstacles and objections.

Try this: ”What could stall our progress toward a deal?”

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

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

After chatting about potential derailers, don’t whimp out and say to your buyer, ”….so…we good?” That’s lazy. Instead, say, ”How did today’s discussion change your perception and thinking about getting a deal done?”

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 going to 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.