11/17/2023-Qualifying Objections

Your job is to learn all about your customers’ objections so you can address them. If the objections stay buried, it’s the same as whistling through the graveyard in pitch-black darkness.

Objection handling is to sales as turkey and stuffing is to Thanksgiving feasts…they go together.

The path to hearing "yes" is riddled with obstacles and objections. No matter the objection, qualifying is a key skill you must constantly utilize to move the sale forward.

Start by probing to understand the objection’s size and complexity. The TOP 10% of sellers often come out and directly ask, "How big of an obstacle is that?"

Note that an obstacle that’s big in the eyes of one buyer might be different in the eyes of someone else on their team.

Today, appraise the objections and obstacles that exist on all your open opps.

How big are they? Who says they’re big…you or the client? (Assumptions don’t get to play in the objection-handling game.)

Start asking qualifying questions like these in every sales meeting with a prospect:

"What might derail this deal we’re working on?"

Follow up with this, "What’s your opinion on how big of an issue that is?"

Understanding the weight of an objection helps you strategize and appreciate how much clock is left on each opportunity.

Every prospect and client has objections regarding your offering. Your product/service is not perfect.

Your job is to learn what they are so you can address them. If the objections stay buried, you will keep whistling through the graveyard in pitch-black darkness.

Here are some sample qualifying questions you can try on your pitch meetings…some may overlap with others so choose the ones you like the best:
1. "How big of an obstacle is X?"
2. "From your perspective, what’s the weight of the objection you’re presenting?"
3. "Is this a deal breaker?"
4. "Are your views only your own, or do others on your team share your perspectives? (Follow-up: Who shares your opinion?")

And, here’s a bonus…a great question that empowers your buyer to help you:
"What’s your opinion on how we can best solve this issue?"

Don’t be oblivious; acknowledge that objections exist and be brave and proactively surface them.

Zero strategy is needed for this inane obstacle game played by some silly guys, but it’s definitely a funny 4-minute watch.

While chuckling, acknowledge what you have in common with these crazies: you’re both playing with courage.

They need the courage to try these stunts, knowing they could get injured. And you need the courage to ask your customers direct questions about the objections they have buying from you.

After this cheap laugh, return to the "DO" and write down the questions you will ask in your pitch meetings that help qualify objections.