| Being an entrepreneur or sales professional I would | | | | their business. When you are on the phone have it |
| invite you to consider that objections are | | | | firmly planted in your mind that the prospect is |
| natural. There isn't a magic lead source that will get | | | | LUCKY if they get to do business with you. Having |
| you prospects that agree to your product or service | | | | this attitude, this swagger, firmly implanted in your |
| 100% of the time. Should you run into anyone who | | | | mind will allow you to control the call and enable the |
| promises you leads that are agreeable over 95% of | | | | prospect to see that they are missing out on a |
| the time, I would suggest you ask them for beach | | | | phenomenal opportunity if they don't take advantage |
| front property in Arizona. | | | | of what you are offering. |
| We are all conditioned to be skeptical. Even if the | | | | 2. Stop Selling – The more you try to sell |
| most incredible deal of all time was put in front of us, | | | | prospects on your product or service the greater the |
| most people would ask "why" or "how" is it | | | | number of objections. Instead of selling prospects on |
| possible? The reason we ask questions about great | | | | the features and benefits of your offering, consider |
| offerings isn't because we doubt what is being | | | | asking questions. Ask interest piquing questions that |
| presented (although that's part of it), it is because | | | | reach deep into why a prospect would want to meet |
| we are trying to give ourselves reason to pursue this | | | | with you. Ask questions that reveal, ever so slightly, |
| great option! | | | | how they could save time and money should they |
| I would invite you to consider that objection handling | | | | take the time to book the appointment. |
| isn't convincing your prospect. Objection handling isn't | | | | 3. Look to Find A Match – You can't sell to |
| even about sharing features and benefits of your | | | | everybody so let your customers know about it. I |
| product or service. At the end of the day objection | | | | don't care what your product or service is, it won't |
| handling is about asking the right questions that | | | | be a match for 100% of your prospects. Let your |
| eliminate a prospects fear. When you can reduce | | | | prospects know early that you are looking to find a |
| and eliminate fear from your prospects you will be | | | | match for what you are offering and their |
| making more sales daily. | | | | needs. This lowers their fear and puts them in the |
| Consider the following methods to use as objection | | | | position of convincing themselves they need to jump |
| handling tips on every call that you make. | | | | in. |
| 1. Understand Your Value – One of the easiest | | | | When you understand your value, take the time to |
| ways to tackle objection handling is to understand | | | | stop selling, and let your prospects know it might not |
| your value before you pick up the phone. Stop | | | | be right for them you will be on the road to massive |
| trying to convince people that you are worthy of | | | | sales. |