I need to think about it.
Ah, this is way too expensive.
I'm going to have to talk it over with my spouse.
I don't know
if you really have the functionality that we need.
There is nothing worse than going
through the entire sales process feeling
like things are going really well
and then you get the dreaded objection
and you didn't even know it was coming.
Yet, there are tactical step by step approaches
that you can take
in order to truly overcome really any objection.
So in this video, I'm going to show you nine steps
to overcoming objections in sales.
Check it out.
(bright music)
Number One- Be comfortable.
One of the biggest thing that throws salespeople
off when they get an objection is
that they suddenly clam up and get really nervous.
And when you get nervous or clam up or start to freak out
the prospect will immediately feel that
and they will feel the discomfort.
And as a result, they're going to be much less likely to buy
from someone who's completely thrown off
by any type of an objection.
So take a deep breath, be comfortable and calm down.
Number Two- Pause.
Now, when most salespeople get any kind of an objection
they immediately just go
on a verbal tirade with the prospect
and tell them all the reasons why they must buy.
So what we want to do is be the complete opposite.
And the first step is to simply pause.
Slow the conversation down.
In your head, take a two to four second beat
and just slow the interaction down.
Show your comfort, show your confidence.
Number Three- Slow your pace.
Now again, when most salespeople get objections
the data shows that their pace picks up dramatically
and they start speaking much more quickly
which again is indicating
to the prospect that you are uncomfortable.
And your discomfort will make them uncomfortable
and they're going to simply want to end the interaction
if they see that you're suddenly speeding up your pace
getting uncomfortable and just kind of overall freaking out.
So slow your pace
show your comfort in this space because quite frankly
this is just a part of sales.
Number Four- Clarify.
This is really the biggest step
to overcoming any objection.
Because a lot of times
we don't know why the objection is there
in the first place,
and so it's so important to ask.
So again, most sales people are simply going
on a verbal tirade to overcome whatever objection.
Instead, what we want to do is slow it down
and simply clarify why they mention that in the first place.
Something like, George, that's a really fair point.
Help me understand though, what prompts you to mention that.
Or great question, why do you say that?
Or really interesting thought?
Help me understand why that's important to you.
By getting clarification from the prospect
a lot of times you're going to understand
that it's actually not even even an objection
or maybe they're going to tell you some information
that's going to completely change the way you deal
with that objection.
Number Five- Dig.
So that means that once they clarify the objection
now you want to dig with spontaneous questions
just to understand why that's important
or help me understand that or unpack that for me, right?
Going deep into the reasoning behind the objection.
Because most of the time the objection
is just the tip of the iceberg.
We want to get to the bottom of the iceberg
and we have to dig.
It's usually a couple of questions in
before we fully understand what's going on.
Number Six- Isolate.
So once you understand a particular objection
that the prospect has told you, you've clarified
you've dug, and now you understand it.
Now we want to isolate it
to find out if there are any other objections,
because it's just like in a fight with your spouse
or your significant other.
If your partner tells you, you know what
I'm really annoyed by the way you handled things
at dinner the other day.
If you suddenly try to solve that
and then you end up solving that,
chances are they're going to say, oh
and also you did this the day before, right?
We want to get all of the issues out on the table.
So if the prospect says, you know what
the price is too high, or whatever, we want to clarify, dig
and then we want to isolate by saying something like
so are there any other concerns that you have?
And we want to get it all out on the table.
Number Seven- Get everything on the table.
I already spoiled it, but it's so important
that we get everything on the table using the analogy
of the fight with your spouse.
You want to get every concern or worry
or issue on the table before you start to solve.
Because if you start solving like a game of whack-a-mole
you're going to just be constantly moving all
over the place and you lose control of the sale.
So you're going to repeat this process
of pausing, clarifying, digging
isolating the whole thing over again
so you get everything on the table.
Number Eight- Move on.
So this is kind of a half step in a way
but one of the key things is
that not every objection has to be handled.
It doesn't have to be dealt with.
So sometimes by going through the process of clarifying
digging and then isolating, you find out
that you actually don't really have to solve that problem
by just there clarifying the issue, it kind of gets it
out on the table, and then you can simply move on.
Number Nine- Get permission to share some ideas.
So in the event that you can't just move on
and you actually have to solve the particular issue
now it's the time to get permission to share some ideas.
So you want to say something like
would it be okay if I just threw some ideas
at you in terms of what we've talked about so far?
This is the place where now you can solve the objection
or you can do your best.
Of course, you don't necessarily have a solution
to every single objection
but we want to first get permission to share some ideas.
So we're not going full
in trying to commit and solve everything
but really just share some ideas that can hopefully
solve some of the more structural objections.
But again, in most cases, you can simply move past it
and you don't even have to get that permission to
share some ideas because you've simply solved the objection
as a result of digging into what their real concern is.
So there are nine steps to overcoming objections in sales.
And if you enjoy this video
then I have an amazing free training
on the step by step formula to closing more deals.
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(bright music)