Overcoming Objections

 “To fly we have to have resistance.” - Maya Lin

How dreamy would it be if everyone we called on had a need for what we offered, had plenty of money and said yes?! Pinch me. I always wanted a business like that!

One of the keys to being successful in sales is to sound different than all the other sales reps out there. A good way to do that is to get curious instead of getting defensive. When prospective customers raise objections such as… 

“The products are too expensive.” “I have too many irons in the fire.” “I’m afraid to try something new.” “I know someone who has tried it and they say it doesn't work.” “I’m too busy to think about this right now.”

… Don’t “dexify” (defend, explain, justify). Instead, get curious…

“Hmmm, that sounds difficult. Tell me more.” “When you say too expensive, what exactly do you mean by that?” “Is that too busy right now or too busy forever?” “Interesting. Tell me more about the struggles they've experienced.”

By getting curious you are far more likely to uncover the true objection. One thing we say in Network Marketing is that the first objection the prospect brings you is not usually the true objection. By probing further and asking open-ended questions, not only are you likely to learn more of the real story, but your relationship will be strengthened because the prospect will sense that what they are dealing with truly matters to you.

Dexify less. Ask more. You’ll be surprised what you can learn by really listening.

You have more to offer prospects than what they realize. 

Regards
Dirk

“A referral is the key to the door of resistance.” - Bo Bennett

Asking for referrals

It is natural in the evolution of a sales cycle to ask for referrals once the business has been closed…

However, have you tried asking for referrals when the decision maker doesn’t buy from you?

Whether the timing is wrong or your offering is just not the right match for the prospect you’re dealing with, that doesn’t mean your prospect won’t refer you to someone else. Typically, prospects don’t volunteer this information, so you won’t know unless you ask. It might sound something like:

“It looks as though their is no synergy or fit between us currently.  Since you now have an idea of the kinds of solutions we provide, would you be comfortable telling me who else you know that might have a need for our services?  Would it be OK if I use your name when I call? And if not, that’s OK.”

As my southern Grandmother might have said: “Them that asks, gits.”

Make it a consistent habit to ask for introductions.  You have a better chance of a positive outcome if you ask than if you don’t!

Final thought: "Pocket your ego, because your ego will not give you what you want!"

Regards

Dirk