5/23/2024-“Remind me how I WEED an objection?”

Objection handling requires a measured approach to get the buyer to trust you. Not rushing to solve the objection means you’ll get more insights and truths that you’ll need to solve problems.

SEED!

How do you SEED an objection? …not "weed."

Although…if you could just pluck objections out of your buyer’s garden – never mind.

You know the common objections your buyers have for your offering, so there’s no excuse for waiting ’til they bring ’em up. Besides, they’re not gonna bring ’em up.

Seeding objections means you proactively introduce them into the conversation.

When is the right time for seeding?

Meeting one…why wait?

Today, write a script for seeding objections that you will use today and this week with customers.

Here’s a sample that might help you get going:

"We’re at the point in our conversation when we should talk about X…and because X is so important, let’s get it out in the open. So, what are your thoughts on X?"

It’s not easy initiating a conversation about objections and obstacles, but if you don’t do it, the buyer will continue carrying them around in their heads.

Whatever it takes for you to proactively talk about deal barriers…do it.

Buyers don’t share the full truth about how your offering fits because they don’t want to get hammered. AND, because it’s your responsibility – not theirs – to bring ’em the sticky stuff.

Most sellers hear an objection and they immediately rush to solve it. They hammer away at the buyer.

But if sellers took the opposite approach, the buyer might solve their objections themselves. At the least, the buyer might talk themselves into accepting your offering’s "warts" and "pimples."

Start with a question to get the buyer talking, then let ’em talk more. Feed their desire to be heard.

Try this question, "It’s normal at this stage in our discussions for you to be thinking about issues that could derail us…why don’t we get ’em out in the open so we can make progress?"

The first and most important part of objection handling should be to get the buyer to share the truth they feel about your offering. The solving comes later.

One thing is sure…if you don’t proactively invite your customers to talk about problems, they’ll keep hiding, and you’ll wrongly think you had a good meeting.

If you’ve mastered the objection seeding strategy and need help with your garden weeding, watch this Short.

You’ll be amazed by the logic of the strategy and may want to quit sales for a life of farming. …might.