An objection in the world of sales is one of the most beautiful moments. It’s the moment you realize what you have to do to make the sale happen. In the beginning of our sales career, objections can be perceived as customers questioning our knowledge or expertise. We have nothing to fear if we are operating off authenticity. Franklin Delano Roosevelt stated “…the only thing we have to fear is fear itself.” Roosevelt’s statement was to face your fears and not be paralyzed by them. An objection shouldn’t paralyze you, rather, it tells you exactly where the customer is in the road to sale. Run for it, embrace it, give it a hug and acknowledge it!
The Challenge in Handling Objections
Just the thought of handling an objection can stir up fear, and lots of it! When a customer gives us an objection, often times our buttons get pushed. A button can be defined as a trigger of irritation or. We all have them, and the sooner we identify why something bothers us, the sooner we can resolve the issue tied to it. If we remain on the defense, our reaction is all telling in the self-centered attitude we take on. Being defensive works against every great sales technique such as; establishing rapport, building relationships, tailoring the experience, etc…If we are lucky, the customer gives us the benefit of the doubt while we make every attempt to save the sale while not addressing the root of their objection. Ultimately, an objection is a concern. In selling, our mission is to help others and offer solutions. A good salesperson can tune into a customer’s objection and create an opportunity.
One of my life long mentors shared with me a quote, “if you can predict it, you can prepare for it.” In the realm of sales, objections are a guarantee. If they are going to happen, prepare for it by getting the training and education needed in how to manage them successfully.
A few Tips In Taking A Mindful Approach
When an objection is given, be mindful and listen closely to what is being said. Remember what an objection is and what it represents. Often times an objection is a perception of thought planted by something they read or heard. Once the customer has stated their objection, Acknowledge, Inquire and Direct!