2/8/2024-Objection Handling

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!

The best first move you can make to deal with objections is to find out what they are. (Duh! …ya can’t solve what ya don’t know!)

The next best move is to get the buyer to share the truth…and praise the hell out of ’em for doing so.

Making buyers feel safe that you’re not gonna bring out the hammer is the key to getting them talking about real issues and problems.

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

Today in a customer meeting, use this gold-standard two-step best practice guaranteed to help your objection-handling:

1. Proactively ask the buyer about their objections. Try this line… "So…what are the issues that could derail this deal?"

2. Build trust. How about this… "Thank you for sharing…your honesty is refreshing and appreciated!"

You can not do any solving unless you get the door opened. Push too much, and the door will lock automatically. Go slow and exhibit empathy, and the door will open a crack.

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!

Handling objections and breaking through obstacles is rarely easy or quick.

But if you go slowly and build empathy, buyers will respond and engage.

This 1-minute silly and fun video of a man outlasting an obstacle course is the perfect metaphor for handling objections.

He starts slowly, then confidence kicks in, so he proceeds. But then he gets knocked around a bit. Finally, he stabilizes himself, persists, and figures it out.

BAM!

That’s a good objection-handling formula.