| An objection means that someone, your | | | | without any explanation whatsoever, then there is |
| prospect, is opposed to something. The word | | | | an unexpressed objection. If somebody doesn't |
| opposed means to be in conflict with or to be | | | | return your phone call over a period of time, |
| resistant to a particular thing. An example is being | | | | there is likely an unexpressed objection. |
| opposed to war, that means that a person | | | | Unexpressed objections are often caused by us. |
| doesn't believe that there should be a war. | | | | Clients often do not express their objections to |
| If you have someone who is principally opposed | | | | us because we are not being effective and |
| to war and you bring up the subject, then you | | | | respectful communicators. |
| can just picture what that person turns into. It's | | | | This happens when we are not attentive or |
| almost as though they take their foot and put it | | | | aware of what we are saying. It happens when |
| up against the wall behind them and they're going | | | | we are not being interested enough in the |
| to stand their ground. | | | | prospect to keep them engaged in the |
| You will run into people who are in conflict with | | | | conversation. |
| something (very opposed to it) and people who | | | | There are usually clues all over the place if you |
| are resistant. | | | | are aware and observant of what's going on |
| Your job in effectively handling questions and | | | | around you. Take a look at what's going on during |
| objection is to adequately and effectively | | | | your conversations with prospects, and you can |
| measure the amount of opposition that your | | | | pick up on a lot of these unexpressed objections |
| prospect is giving you. It doesn't have to be an | | | | that would otherwise be hidden. |
| objection in order for there to be opposition. It | | | | When you do pick up on something, right then |
| can come in the form of a question. | | | | and there you could say something like, "I just |
| A prospect might ask, "Is it one of those pyramid | | | | detected that I said something you didn't like. Did |
| schemes?" | | | | I?" |
| That is a question, but you can tell that there is | | | | They often respond by telling you exactly what |
| definitely opposition behind that question. | | | | their objections are. This is a helpful shortcut that |
| There are two different types of objections. | | | | you can use to identify what your prospect's real |
| #1) Expressed objections: This means somebody | | | | objections are. |
| actually states them. | | | | You simply have to be attentive and engaged in |
| #2) Unexpressed objections: Your prospect never | | | | conversation with your prospect. If you pay very |
| states them. You often don't even know that | | | | close attention and observe what's going on, you |
| there is an unexpressed objection. | | | | can often effectively identify and address |
| If someone simply says, "I'm not interested," | | | | otherwise unexpressed objections. |