Thanks for your objections…let’s keep talking

If you can develop the skill to get your buyers to share their honest opinions about your offering, you’re more than halfway to the end zone!

Once you do get customers to open up, your first move is to thank them, and then keep them talking. The key to engaging in a meaningful discussion about deal blockers is making buyers feel safe that you won’t pound them with a hammer.

The last thing buyers want is sellers jumping on them with rehearsed answers and non-custom solutions.

Today, in a customer meeting, use the following gold-standard approach to open an objection discussion.

1. Proactively ask the buyer about their objections: "In your opinion, what issues could derail a potential deal?"

2. Build trust by following up with this: "Thank you for sharing…I appreciate your honesty! Let’s talk about it."

Stay away from phrases like, "…let’s solve this" or "…we’ll resolve the problem."

The buyer has no interest in solving anything with you. They don’t even know what objection handling is. Besides, in their minds, nothing’s wrong.

You find the courage to ask what the buyer thinks might kill the deal….then you thank them for being honest and willing to chat about it. Good!

You ask a few open-ended questions that probe for what they want and what they value. More good.

Next thing you know, you’ve been chatting for ten minutes, and the buyer suggests another meeting to keep talking about how it could all work.

Take a bow…this YT Short features you hitting it outa the park.