I object!

Submitted by Mitch Seigel on Wed, 06/08/2011

The world would be a better place if all of our prospective clients eventually became actual clients. Unfortunately, reality has it that they don’t, so we have to do the best we can to turn as many of them as we can into clients.

Along the way we hear reason after reason why they object to buy, or at least buy now. Are you ready for these objections? Is your skin thick enough to take rejection? Like anything, the best way to prepare for objections is to anticipate them and practice what you might say in return.

My suggestion is to have at least three answers to each objection you anticipate. How do you know what a prospect will say about a certain feature of your products or services? You don’t! So be prepared because the first comeback you have for them after they object, may not be good enough!

Usually objections come down to price against value. Are you ready to project the value of your offer against the cost? Do you know your competition inside and out? They may be charging less but your product is made better, it will last longer and you will feel more comfortable using it! And the same goes for the services you offer. You have more experience to offer, have worked in their industry so you have empathy, and you are creative and come up with solutions to their problems much quicker than the competition.

I don’t know about you, but I get excited when someone objects to my offer. My feeling is that you’ve get to get rid of the objections at one time or another and it might as well be now. Once you do, you are one step closer to the sale!

Lastly, to help you prepare for the real interaction with your prospect, set up role playing inside your company. If you are independent, have friends or mentors help you with role playing. True, you won’t know until the real thing how your prospect will react to your business offerings, but if you create as many scenarios as possible and practice them repeatedly, you will lessen the chances of total rejection, be able to answer the key objections, and hopefully win over your prospects and turn them into clients.

What are your challenges when it comes to objections by your clients? I look forward to hearing your comments.

Until next time …