Overcoming Objections Daily

Yesterday I stopped by a car dealer to attempt to meet the owner. I laughed because as I was entering the dealership there was a no soliciting sign on the door. I’m wondering how many salespeople stopped and turned the other way when they saw that sign? I have to tell you that thirty five years ago there was a time or two that I did. I don’t know how many times I have walked right through that sign and I have yet to be thrown out of a business because I didn’t read the sign.

Later in the day I had a phone message from another prospect who said that the pricing of what I was offering was too much for the amount of advertising coverage I was giving, and it looks like we won’t be able to do business. Aw man-I put a lot of effort in just trying to see this client. When I heard his message I was actually excited. He read my proposal and had an opinion about what I offered. I’m just one step closer to the sale.

If you haven’t figured it out already, one of the keys to overcoming objections is the perspective and attitude you have when receiving them. You’ve got to expect them out of everyone you approach. It is human nature to object to change. Some object more than others and some are more vocal about it. It’s all in the preparation. Before you approach anyone with an offer, consider how their reaction may be. It can be anything from wow, where do I sign, to the answer I gave above from a prospect I saw yesterday. If you truly believe in your product and know how it can benefit the customer fifteen ways from Sunday, there is no way that objections should keep you from sales. You may not sell everyone every time, but being prepared with answers and direction for your prospects will increase your closing ratio immensely.

Perspective, attitude, preparation and answers with benefits. It’s all here in this blog. I’ve never said it is simple to overcome objections. In fact, it takes a lot of work and dedication to do these steps as often as possible. The important thing is that you must do them to succeed. Believe me; it is hard for me to stay on course, even though I know this is what’s necessary. I also know that I have been successful using these steps, as well as my mentors before me and those who I have taught over the years.

What are your challenges when it comes to overcoming objections? I look forward to hearing your comments. Until next time…