How To Overcome Objections In A Way That Feels Good

Handling objections in a way that feels good seems like an oxymoron. How do you feel good about getting an objection? Objections are like walking across the high school dance floor to ask someone to dance only to be…well…objected to. But enough about my past. In short, objections can get us all tied up in knots.

It doesn’t need to be this way. Following is a simple outline that can have you welcoming objections.

To be clear, not all objections are the same. When I’m asked, “How do you handle sales objections?” you may not like my primary answer.

Are you ready for it?

Many objections are your fault.

That’s right. Many objections are your fault and easily avoidable. But here’s the good news: there are two kinds of objections. There are:

1. Objections you create
2. Legitimate objections

Objections you create feels awful. Legitimate objections should be expected and well-prepared for.

To feel good about objections means to minimize the creation of them in the first place and to be prepared to answer the legitimate ones with calm-assertive poise.

Here are a few ways you may create objections:

1. Weak discovery – you didn’t uncover enough material pain from your prospect to show real value – you’d probably object, too, right?
2. Clarity – you didn’t tie your prospect’s problem to your solution clearly – you confused the prospect – you created doubt. Did you talk too much, for too long and lose focus on them?
3. Triggers & bad habits – you annoyed your prospect with poor sales tactics, psychological triggers, and/or bad habits

While these may be your fault, the good news is that these are fixable and you’ll be a better salesperson if you invest in yourself to learn more effective approaches.

Here are a few legitimate objections:

1. Price – you know it’s coming, be ready to handle with calm-assertiveness
2. Timing – be ready to help your prospect think this through – get creative (not pushy)
3. Status Quo – be ready to help them think differently – differentiate your services

While it would be great if every deal just fell in our laps, minimizing objections you create and being ready for legitimate objections will increase your sales and help you feel good about objections.

I hope this helps!

PS - I’m finishing up a book on sales. It’s a little different than traditional sales books so it may not be for you. If you want to know more, visit: FeelGoodAboutSelling.com