How To Handle Objections (2 Best Techniques)
There are more methods out there, but there are two methods I would like to share with you that are the main ones I use. Most of the sales people that I know and I’ve trained, use this successfully to close sales every day as well.
Prevent the objection from appearing later
The first method is not to have the objection come up in the sales conversation at all. How do you do this?
How do you prevent an objection from happening? Even though you want some objections in your sales calls, there are probably some objections you don’t want to deal with every single sales call. For example, if you hear over and over that someone has to talk to their “imaginary” business partner but you don’t want to hear that anymore in your sales calls, and you know that that objection probably isn’t even real, here is how you can prevent that from happening.
In the beginning of the sales call you preamped the objection by saying, “If you would decide at the end of this call that this was the perfect product or service for you and it is the perfect thing and you want to have it right now, would it be possible for you to make that decision or would you need to talk to someone else as well?”
They will tell you, “No, I am the boss and I decide everything,” or they will tell you, “Yeah I decide everything with my business partner.” If they say the first choice, then they will not be able to use that as an objection and they will have to come up with a different objection and you won’t have to deal with this later on.
If they say the second option, then you can insist that you would like to have to meet with the both of them so that you can deal with both of them at the same time instead of having to do two calls. These are the two separate things that they can tell you and these are two solutions for them.
What is the second way to deal with objections?
The second way to deal with objections is my favorite and most used. First, what you need to do is acknowledge their objection. I know you may have heard the objection before, or it seems lame, or it doesn’t really matter to you, but they need to feel like you are listening to their stupid objection. To them it is the most important thing they have ever said in their entire life. That is how important the objection is to them.
Even though they may say, “Oh, I don’t know if I want this color,” it doesn’t really matter. To them, it is super important. Maybe they even know that it is not that important but what is important is that you are listening and on their side, and not just trying to push the sale.
Sometimes they even know that they do not care about their own objection, but they are just throwing something at you to test you and see if you are on their side, you are looking out for them, or if you are just doing anything it takes to get their money. That is what they are saying a lot of the time when they give you an objection. That is why you need to acknowledge the objection sincerely.
Listen and use objections as a reason to buy
“Yes you are absolutely right, but color is horrible and I totally agree. That is exactly why you should buy from us, because we offer any color you may want on the planet. ”
That is the second objection handling method. You would acknowledge the objection and then you say that reason is exactly why they should buy it. It is a very simple method and it works. It seems obvious, tacky, and to some people maybe cliché, but I am sure that it works.
You must be authentic
You need to be 100% sure of what you’re saying though. A lot of people tell me that they tried using it and it did not work. Then I listen to the recording of the sales call and find they did not have a heartfelt connection with the person, they did not sound like they knew what they were talking about, and were looking out for the customer.
If you are trying to make it real, it is not real. If you are trying to make it work somehow and you are not too sure of what you’re saying, it is not going to work. It has to be heartfelt. Practice it in front of the mirror if you have to – or even your mother.
These objection handling techniques actually work for all aspects in your life. They work for dating, dealing with family members, dealing with friends, and everything. These are very powerful techniques. These are probably the two most powerful techniques that I know for objection handling.
Use them well young padawan, do not use them for evil.