6/25/2025-“Buyer, I object to your stupid objection.”

Can you turn a "no" into a "yes"?

Can you dig through a brick wall with a plastic spoon and find an order?

Can you move a buyer’s mind just enough through collaboration on a work-around?

No seller on the planet has mastered objection handling (OH), but the good news is you don’t have to master it. You merely have to understand and use a few basic techniques that shrink the buyer’s objection.

Today, write down the top three objections you hear about your offering.

Next, create your script that presents your solution.

Memorize the script.

Here’s the next, most vital step: get a friend and role-play the objection.

DO NOT PRESENT YOUR SOLUTION.

Huh?

While you need to understand what your solutions are, you need to focus on how you get customers to work with you on developing the solutions. You will not win if you simply "press play" and shove your solution down their throats.

Practice questions that get them talking…and thinking with you.

Successful objection handling includes equal doses of technique, instinct, and courage.

First, you must proactively surface objections on every customer interaction. That’s the technique part.

Plus, it would be best if you honed your instinct of recognizing the optimal time to address the issues. Sometimes, prospects hint at issues that represent objections, so don’t brush them under the rug; take them head-on.

And yes, it’s appreciated that for many, asking direct questions that yield potential conflict and problems is hard…and feels counterintuitive. But you know your offering isn’t perfect, and your prospects will, over time, develop objections as they get to know you better. Those are merely the laws of nature at work. Don’t ignore reality; summon the courage to shine a light on issues you know are seedlings of objections.

Start with the technique you can control: surface objections proactively…on EVERY sales meeting.

Most sellers walk around with a hammer, trying to pound every problem they see, as if it were a nail. That doesn’t work when trying to overcome objections.

Handling objections requires a dexterous touch.

In this amusing video showcasing a challenging obstacle course, copy the cat – not the dog named Atena.

Go slowly…and think.