Here are the 2 objection handling techniques you can use in almost any situation.
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In this podcast you are going to find out how to deal with objections in sales.
There are two methods that I would like to share with you. There are many other methods, but these are the methods that I used and that most of the sales people that I know use successfully to close sales every day.
1 – Do not have that objection come up in the sales conversation. How do you do this? How do you prevent an objection from happening?
You will probably do not want to deal with some objections in every single sales call. For example, if you hear that someone wants to talk with his imaginery business partner and you do not want to hear that objection in your sales calls, and you know that his objection is not even real, then here is a way to prevent that from happening on every single sales call.
In the beginning of the sales call you preempt the objection by saying: “If you had decided that this is the perfect product or service and you want to have it right now, would it be possible for you to make that decision right now or you will need to talk to someone else as well?” He can tell you that he is the boss or he can tell you that he has to discuss it with his business partner.
If they choose the first option, they will be able to use it as an objection. They have to come up with a different objection. If they choose the second option you can insist on meeting both of them, so that deal with them at the same time instead of having to do two calls.
These are the two separate things that they can tell you and the two solutions to that.
2 – This is the most used way of handling an objection. You need to acknowledge the objection. I know that you may have heard the objection before or it does not really matter to you, but they need to feel that you are listening to their stupid objection, because for them this is the most important thing they have ever said in their entire life. That is how important the objection is to them.
Maybe they even know that it is not that important, but here is what is important to be known that it is not important.
The important thing to them is that you are listening and you are on their side and not just trying to push the sale. Sometimes they know that they do not care and they just throw something at you just to test you if you are on their side and if you are looking out for them or you are trying to do anything that it takes to take their money.
That is what they are saying when they give you an objection. That is why you need to acknowledge the objection sincerely.
For example, if the client complains about the color, you can say: “Yes. That color is horrible. But we offer all kinds of colors on the planet and that is why you should buy from us”.
You should acknowledge the objection and then you say why they should buy from you and use the objection as a reason for them to buy it from you. It is a very simple method, but it works. It seems obvious to some people, but I can assure you that it works. Also, you need 100% sure of what you are saying.
A lot of people told me that this does not work. You need to have a heart-felt connection with the person and you need to feel that you know what you are talking about and that you are looking out for them.
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 sure what you are saying, it is not going to work. It has to be heart-felt. Practice it with your mirror if you have to.
These objection handling techniques work for all aspects of your life. They work with dating, they work with dealing with family members, friends and everything. These are the most powerful techniques for objection handling. Use them well. Do not use them for evil.
