11/18/2024-Whack-a-mole objection handling

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.

Even if you masterfully resolved a buyer objection in a meeting with a KDM last week, don’t assume other objections won’t arise. Objection handling (OH) is not a once-in-the-funnel thing; it has to be your throughout-the-funnel obsession.

Qualifying is the foundation of a constant OH approach.

Constantly qualify every buyer to understand the obstacles in their heads about doing a deal with you. (Remember, each buyer may have a different objection – or seven – growing inside their head.)

Today, create qualifying questions in your voice that you’ll feel confident asking a buyer.

Here are some samples to encourage your creativity:

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

"What about our offering/proposal is a deal-breaker?"

"What are the specific issues we must resolve before marching forward?"

Don’t be a turkey with its head in the sand – or oven – be brave and proactive in understanding what you’re up against. It’s nearly impossible to close business if you don’t proactively surface and resolve objections.

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.

This inane obstacle game played by a bunch of goofballs is nothing but dimwitted fun.

While getting sucked up in their inane antics, remember you’re both playing a slippery game: they take pleasure in losing balance and falling down, and you’re trying to stay upright throughout the courtship of a customer.