7/24/2024-Good luck eliminating objections

Shrinking, not eliminating objections, is the goal when trying to close deals. Use objection-shrinking skills to make your customer see your product’s good more than the "not-good".

Every prospect and client who meets with you has a laundry list of obstacles and objections about your offering.

Your job is to shrink the list and the severity of each objection.

There’s only one solution: you must proactively surface and seed objections in every meeting. You can’t let those things live untended.

There’s good news: not all objections have to be eliminated entirely. You merely need to reduce them so the customer can live with them.

No offering is perfect; no product is without flaws.

Your buyers will still buy you without being perfect!

Today in your pitch meetings, ask your customers to share the one part about your offering that might prevent you from doing a deal.

Don’t back off this needed approach if you’re in a group meeting; try this: "I’d like to get all of your opinions on what the issues are that we need to address so we can continue to march toward a deal."

Practice the art of surfacing and letting your customers talk.

Don’t worry about the solving…that comes later. First, get a light on the stuff that might torpedo you.

Objection handling is undoubtedly one of the core skills defining your potential as a seller.

But it also requires a healthy dose of courage.

It’s hard looking a buyer in the face and asking her/him what they object to. Your courage will naturally increase when you assume that all buyers have some misperception or judgment about your offering that is not favorable.

It’s your job to fish it out of them.

To sell anything, you must uncover the truth about their perceptions of your offering; time is wasted if you don’t actively and effectively push to what the buyer really thinks.

Try this, "Mr. Buyer, nothing is perfect – including our offering – and therefore, I’m curious about what you find to be the imperfections of our offering?"

You’re not slandering your product or company, you’re making it easier for your customer to share.

Once you get the truth from the buyer, you can begin to deconstruct misperceptions or holes in their knowledge about your value. This next step of objection handling requires time…don’t rush the solve. While your customers won’t offer you unlimited time with them or multiple meetings, you can’t move too quickly and hammer away. Go slowly.

Solving – or handling – objections takes patience, dexterity, and time.

None of those skills and traits are displayed in this silly Tommy Boy clip starring Chris Farley and David Spade.