- Your price is too high.
I really need to think about this.
You know this looks great,
but I want to run this by my team.
Objections are the bane of so many sales
peoples existence.
It is so frustrating to have gone through
the entire sales process, feel like you're on track,
and like you're about to close the sale,
and then the prospect throws an objection
that you just didn't see coming your way.
Now the question is how do you deal with this?
And there's really two components, right?
There's what are you doing
to avoid the objection in the first place?
And then the other piece is what do you do when it comes?
In this video I'm going to show you five steps
for overcoming objections like a sales rock star.
Check it out.
Number one, avoid the objection in the first place.
This is such an important component
to overcoming objections
is just avoiding them in the first place.
Because sales people are always coming up to me
and saying Mark, how do I deal with this objection?
Or what do I do when they say this?
And my first response is always
well, what did you do to avoid
the objection in the first place?
It is so important that we're doing everything up front
to avoid those objections from ever coming
before we go to close the sale.
So you take the objection of I need to run this by my team.
This is something that we should have known was coming.
And if it's hitting us over the head like a two by four
because we didn't see it coming,
it means we made a mistake
earlier on in the discovery process
because we should have been asking
about their decision making process.
We should have known that this was coming.
And if it's surprising to us,
it means that we made a mistake early on.
So if you're getting some of the same objections
over and over again,
chances are it's because you weren't strong enough up front,
during the discovery conversation.
Either the prospect isn't seeing enough value
and so they're just looking for a nice way
to extricate themselves from the situation
or there was a question
that you should have asked
that would have helped to uncover
this eventual objection.
And so really doing everything
to avoid objections is so key.
And I have so many other videos
on how to create value during that discovery process,
but it's really important
that you go through that
if you're hearing the same objections
over and over and over again.
Number two, pause.
So here's a situation,
you have gone through the process,
you've done a really good job
during the discovery process,
and yet you still get an objection
that you didn't necessarily see coming.
Let's say the objection is your price is really high.
So the prospect says your price is really high.
Most sales people in that moment
are immediately going to just go into
some verbal monologue
and just throw up all over the prospect,
defending their price, talking about why it's not high,
why in fact it's actually low,
or compared to everyone else it's low.
Whatever it is, this is exactly what we want to avoid
because this is what your prospect expects.
Whenever you hear an objection
at any point in the sale process,
the first thing we want to do is pause.
Take a breath and pause for a couple of seconds.
Give yourself a moment to think through
what you're going to do next.
And what we never want to do
is rush through it.
You want to slow it down.
So the prospect says
your price is much higher than I expected.
One, two, three, four.
And then respond.
Number three, soften.
So the process so far is pause,
take that four second pause
and then soften.
And what soften means is that
you never want to make the prospect feel
like their objection is dumb or silly or frivolous.
You want to show that you're accepting
and your acknowledging the objection.
And so what we want to first do
is soften whatever we're about to say.
And what that means is we're going
to basically compliment
or flatter them or tell them something nice
about what they just said.
So the prospect says your price
is much higher than I expected.
You pause and then you soften with something like
you know what, I really appreciate you sharing that.
That's the soften.
The I really appreciate your sharing that.
Or you know what that totally makes sense.
This is something that a lot of reps
are going to say whoa, whoa, whoa, whoa
I don't wanna do that because now it justifies
the objection in the first place.
But you know what,
if they were feeling it and they were willing to say it,
it means that we really want to acknowledge
that what they're saying is valuable.
That's why we're first softening.
And so they're not going to feel defensive
because we're not pushing back,
we're not getting into an arm wrestling match
where they're pushing one way
and we're pushing the other.
Instead we're accepting it,
we're acknowledging it
and we're softening it
by just saying something basically nice
to acknowledge what they just said.
Number four, clarify.
This is the step that most reps miss
every single time.
They hear an objection like you know what
your price is much higher than I expected,
and the rep immediately comes back
with justifying and explaining and defending.
We never want to do that.
Instead we want to clarify.
Let's go through that process again.
We're going to pause and then we're going to soften
with something like totally fair.
And then we're going to clarify
with a question like help me understand
what prompted you to say that.
And then what we're going to do
is once we're giving that response,
we're going to dig into that.
So we don't want to just ask one clarifying question
we actually wanna go deeper.
So tell me a little bit more about that.
Give me a little bit more clarity there.
Unpack that for me.
We really wanna dig into that
and basically bring the objection
back into that discovery conversation.
Because what it's likely to do
is really clarify what they really care about.
When a prospect says your price is a lot
more expensive than I expected,
it doesn't necessarily mean
that they want you to lower the price,
they're simply stating something.
We don't know why they're stating that.
So when we clarify and dig
we're often going to get into other gems,
other pieces of value.
Number five, address.
So going through the whole process again,
we pause, we soften with something like
I really appreciate you saying that,
then we clarify with a question like
help me understand what prompted you to say that.
And then we're going to dig into that question process.
And then let's say that throughout that process
we still get to the point of price is an issue.
They simply can't pull together the budget right now.
Which, again, going back to the first point that I made
which is about avoiding the objection in the first place.
If you had a thorough budget conversation,
you probably wouldn't be here.
But let's just say that you did have a budget conversation
and they're still saying that the price is,
now that they're really thinking it through
the price is really more than they can put together.
And that's where we address it.
And so we're simply going to address it
by getting permission to throw some ideas at them.
So when we go with addressing the particular objection,
now we wanna say something like
would it be okay if I just threw a couple of ideas at you?
And they're almost always going to say yes.
And this is where you can start to address the objection,
by sharing some ideas on how we might be able
to pull out some pieces to lower the price.
If it's really about price,
then we're going to ultimately have to
get down to wherever they need to be.
Right, so we're going to address it
by getting that permission
to throw out some ideas
and then we're going to have that conversation.
Now if you've done a really good job in the sale process,
your first going to be avoiding
that objection in the first place.
And then if you've done a great job
throughout the objection process,
usually you don't even have to go past
the clarify stage.
Let's just say for some reason
you're still stuck with this objection,
that's where you finally address it,
by saying something like can I throw some ideas at you?
And now we're kind of in this brain storm session
so you're not locked into whatever it is,
but you're hopefully getting to a place
where you can ultimately move forward.
So there are the five steps
for overcoming objections in sales like a rock star.
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