2/21/2025-Thanks for your objections

A good objection handling strategy starts with getting the buyer to trust you and ends with you getting the buyer to live with your product’s warts, scars, and blisters!

It is not easy to get your prospects to share their objections. However, discovering the truth about where they stand about buying you is a core skill you need to master.

After you successfully get customers to share, thank them profusely. 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 guaranteed 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…your honesty is appreciated! Let’s talk this through together and try to solve it."

You’ll successfully get your customers to engage in an objection conversation only by treading slowly.

Don’t get suckered by those so-called internet experts who invite you to watch their video and learn the 11 steps to handling objections. Their techniques are focused on yesterday thinking that doesn’t work for today’s discriminating buyers.

Objection handling is only hard if you don’t get the buyer to talk and share.

There’s not a buyer in this land who willingly states, "Yeah, good idea, let’s talk about the reasons I think your baby is ugly."

You’re not going to change anyone’s mind in one session….or even two sessions. Your approach to objection handling is merely to shrink the objection in the eyes of the buyer so your value appears irresistible.

A good OH strategy is based on learning whether the buyer can live with your product’s warts, scars, and blisters!

The purpose of this wife-husband game is not entirely known, but it sure is funny to watch. ("Cleanup on aisle 4, please.")

Follow their lead and be jovial and easygoing throughout your objection-handling discussions. Watching how these two keep laughing through their home obstacle course makes this fun!