What’s the Problem with Objections




What’s the Problem with Objections?
	Although faced with objections nearly everyday, the most common problem associated with them is that we don't recognize them when we see them. That's because customers don't always reveal their true objections. Studies show that the first stall that you hear to a sale only has a 3% chance of being the truth. You may interpret what the objection means and consequently answer the wrong objection.
	Here are some guidelines for making objections work for you: Clarify the objection for understanding. “Call me in a month”. Does it really mean call them in a month? If you mark it in your calendar, what will happen in a month when you call them back? Chances are there is something else there that you need to uncover. Try, “Yes, I will call you in a month, what do you see changing in a month from now?" Don’t get defensive - "Your price is too high." Your reaction may be to defend or even cut your price. Again, be sure you're working with the right objection. Often customers object to price as a starting point. Try this, "Nowadays most things are too high, How much too much is it?" or "What are you comparing it to?" Help customers to answer their own objections - Ask questions to minimize the importance of the objection. Then, be quiet and let the customer handle their own objections. Answer the objection - After you have clarified an initial stall, the second response that you receive has a 78% chance that your working with the true objection. Categorize the objection as either skepticism opposition or indifference. Follow the guidelines for handling each.
		Handling skepticism. Skepticism is when a customer doubts that you can do what you say. Provide a proof statement such as a testimonial or an article which validates your point. Handling indifference. An indifferent customer does not necessarily object to what you are selling, they just don't have a sense of urgency to act on it. Show the customer the consequences of not acting today. Handling opposition. Opposition is simply a drawback that the customer sees in what you are offering. Price is often an example of opposition. Handle opposition by minimizing the importance of it. (i.e.- demonstrate the value associated with your price.)

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