What is the second half of the objection they’re giving you? Rule #1 is make sure you get the answer behind the answer that’s the objection and answer the whole objection.

Today we are going to tackle part two of answering an objection. We talked a little bit on a previous video about the fact that objections are often times projections we are making because of limiting beliefs or perceived shortcomings of our offerings. So if we are getting repetitive objections over and over again it often time is a good opportunity for self-study.

But I also want to look at how do we go about answering any objection. So if you think of any objection:

-          Your firm is too small

-          Your price is too high

-          Doesn’t come in the color that I want

Or whatever it is that they give you. Typically when they are actually giving you the objection they are only giving you half of what it is that they are actually thinking, there is some emotional trigger that is driving the little bumper sticker that they are giving us as an objection.

For example lets just take your price is too high, Why is your price too high?

-          Is it too high because you don’t have enough money?

-          Is it too high because I don’t have enough money in the budget for this year?

-          Is it too high because I have already been shopping your competition and there are a lot of other people out there doing things a whole lot less expensively than you are?

-          Is it too high because I just never have perceived that anyone would be thinking about this type of money for this type of product?

What is the second half of the objection that they are giving you? Rule number one is make sure you get the answer behind the answer of what is driving that particular objection. Don’t answer based on the bumper sticker that they have given you.

And when you do ask, make sure you are asking questions that are going to go in and dive and give you additional information. Not send them back into their mind to justify their answers.

Let me give you a quick example of that, we will stick with the “its too expensive,” or “your price is too high” objection. If you ask them the typically way people are taught to answer objections is, how much too much is it? Or it’s too much compared to what?

Either one of these, what you are asking them to do, is your are asking their unconscious mind to go inside and do a search to justify the answer that they have just given you. We don’t want them to have to justify the answer because when they do that it’s almost like a tug of war. And in a tug of war the very first thing that you do is you get a good hold of that rope start to pull nice and tight. But then you take your legs and just dig down into the sand to make sure they are not going to pull you forward. Mentally that’s the last thing that we want your clients to be doing.

So go in search for additional information, use genuine curiosity but make sure the questions you are asking is not driving them internal looking for justification.  So better to ask questions that are your 5 friends:

-          Who

-          What

-          When

-          Where

-          How

And avoid the ones that most people are taught to use in sales training, Why! Because when we ask why we literally are asking them to go inside their mind and justify the answer you have got.

I hope you find that helpful bringing that into your practice will very defiantly help you make a quantum leap in your sales and influence.

We will see you in a future video