Confidently handle all objections people bring up in a sales conversation: Objection’s Aren’t Real

I’m going to show you how to handle all the objections that people bring up to a sales conversation, but before we start I want to remind you of one thing: 

they jumped into a conversation with you because they want what you have.

 

So why do people get “cold feet” when it’s time to make a decision? Because people come from a place of fear (of change, of taking action, of their own transformation), and they’re going to behave scared.

Your job is to help them get past their fear and limiting beliefs, so they can live the life that they really want.

Let’s jump right in and look at the statements we hear that make us cringe. Diving deep into what these objections actually mean.

 

Objection #1 “I can’t afford it”

 If you are getting this objection too often, it is because you are attracting people who don’t want what you have to offer. Now, if I was sitting across the table with you having a coffee and an honest conversation, you would likely be able to tell me that. There is a pattern that has to be broken here, and it probably has to do with your marketing.

 

Remember, you want to work with people who are committed to their transformation, and when someone really wants it, they will find a way to come up with a way to create the money. For some, it’s a matter of time; for others, it’s a matter of not wanting to work with you or not liking your product. If there is one thing I have learned, it’s this: do not pressure people for money.

What we need to do is decipher what represents a commitment for the person that wants to work with you. Sometimes it is money, other times it has more to do with an inner decision.

While I admit that this objection often stings I remind myself of this.. the world is so full of abundance. Be clear on your client avatar and attract them. You will find the person who has the commitment and finances who want to work with you.

 

Objection #2 “I need to ask my partner” 

This is a favorite, and I’m sure we have all used it at least once. And we have heard it dozens of times! I can think of being stopped at a skincare kiosk in the mall by a friendly salesperson trying to give me a “sample”, the quickest and most gracious way to could exit the conversation was to say, “oh, I need to ask my husband.” I’m laughing as I am writing this as I can promise you my partner has NO opinion nor input on my choice of skincare.

 

If you reach the end of the conversation, and they tell you until then that they need to ask someone else, you can ask: “What do you think their objections will be?”

If they can’t answer that question, they are simply not sold, and they don’t want to tell you no. Here is what is essential to avoid this awkward objection: find out early in the conversation if there is another decision-maker in their life. If there is, bring them alongside and invite the third person in your discussion. 

 

Don’t let them go back into their fear; it won’t serve them.

 

Objection #3 “I have never heard of you” 

Ouch! This one stings a bit. You have been building your e-mail list, growing your social media, posting unique content ~ all the THINGS! And they tell you, “I have never heard of you.”

Here’s the thing: people will have a lack of belief in themselves or a lack of belief in you. When they say they have never heard of you before, they are looking for ways to support their decision to work with you. It’s imparative to take a step back here and check our ego (there, I said it). Maybe they had a bad experience in the past, and they need validation about making a choice to work with you. They need emotional fortitude to move forward and overcome their limiting beliefs.

 

The fact is, there are some people who will step up, and others that won’t, but don’t be needy. It is their choice at the end ~ and so much abundance available to you.

The most important thing you can do to overcome this objection is to build the relationship quickly and authentically. Share who you are ~ learn who they are. Sell YOURSELF. Make them feel confident in their decision to work alongside you. This is where the magic happens.

 

Objection #4 “I don’t have time”

If you’re selling something that is a high-end offer, you can tweak your offer to suit the client’s needs and see if this fits. Recently I had a prospect tell me about all the things they were doing running two businesses alongside a medical practice AND volunteering with worldwide athletic organizations while raising a family. Rather than share with him my typical package ~ I tweaked it to make his potential objections impossible (I showed him how my team’s services would SAVE him time and be a painless implementation).

What you will find is that people who really value money also really value time. People at higher levels want a solution that takes less time to resolve their problems efficiently, no matter how much it costs. When they say they don’t have time for what you have to offer, they are prioritizing other things before you.

 

The easiest way to make it through this objection

1. Use humor, be authentic; humor will help you re-bond and strengthen your relationship.
2. Call them out on what they are losing by not investing the time if you are certain they need what you have to offer. Be bold here ~ they will appreciate it at the end.

 

Objection #5 “I need to think about it”

 

I will be honest with you when I moved from my “comfort zone” in sales to “bigger ticket” products and services, I didn’t want to admit that I lacked confidence. For the first 3 months in my new position as Sales Manager for a sizeable .com company, I heard those dreaded words, “I need to think about it. “

 

I have learned that this is usually an indication that they are not sold. Now I quickly reframe the question, “What exactly is it that you have to think about?”, it helps me find out what is really going on and gives me insight as to where I missed something in the process. Sometimes people don’t take action based on fear, and that will not serve their transformation. 

 

Once you are clear on your client avatar, you will comfortably be able to identify this one truth: Your ideal clients have one similar objection. Your job is to learn about the psychology of the people that are drawn to you and what are the beliefs that drive them. This way, you can help them move forward more quickly.

 

Your marketing should get them ready before they jump into a call with you, so they come not only prepared but excited at the opportunity to work with you.

 

Objections are uncomfortable and often become the first stumbling block in a sales conversation. In reality, objections are not real. And typically an automatic response or an excuse to try to avoid or postpone taking action. It becomes your job to guide your prospect through their fear of change, and ease them into a space where you can serve them. Celebrate objections! In time you will welcome them as clues to how you can fine tune your conversations and better serve your clients needs.