| When I think overcoming sales objections, I often | | | | Very successful people ask you questions and |
| think ofthe golden rule. You may ask, what does | | | | theyactually listen to your answer. They listen |
| the golden rulehave to do with overcoming sales | | | | twiceas much as they talk. When you listen, your |
| objections? Well, I thinkthere is a very tight | | | | customertells you what his sales objections are. |
| relationship between the golden of ruleand | | | | Knowing thisin advance is very useful in |
| overcoming common sales objections. | | | | overcoming sales objections. |
| When you think about handling sales objections, | | | | 3)They take specific action based on what you |
| you should think ofthe golden rule. Here's what I | | | | have toldthem. |
| mean. | | | | Very successful people prove they listen by |
| How would you feel if you found out that a basic | | | | treating youand your views with the respect you |
| truththat you've believed since you were a child | | | | deserve. Overcomingsales objections has |
| wasn't exactlytrue? | | | | everything to do with treating peoplewith respect. |
| What would think if you found out that the golden | | | | We all feel comfortable with people who |
| rule,or at least the way you learned it, is wrong? | | | | understand ourfeelings and how we think. We all |
| We all know the golden rule. Do unto others as | | | | want others to knowand understand what is |
| you wouldhave them do unto you. Isn't that what | | | | important to us. When we understandour |
| we have been toldall of our lives? When we are | | | | customer's feelings and understand how they |
| dealing with common salesobjections from our | | | | think,we can overcome common sales objections |
| customers, it would be good to lookat the golden | | | | before they areeven brought up by the |
| rule, but maybe not in the way we were | | | | customer. |
| taughtwhen we were kids. | | | | So, here is how you use the true golden rule to |
| I would suggest that the happiest, most | | | | overcomesales objections, or even better never |
| successful, mostfulfilled people we know don't | | | | hear your commonsales objections. |
| follow the golden ruleas we've been taught it! And | | | | Seek to understand before you seek to be |
| these people rarely have to overcome sales | | | | understood. |
| objections. | | | | I discovered this truth when I was just beginning |
| Do the happiest and most successful people you | | | | my career. |
| know shareany common traits? You know the | | | | I was talking to the owner of a small business |
| people I'm talking about. | | | | about myproduct. I told him all of the benefits and |
| People with genuine success and true | | | | features myproduct provided. |
| lifelongrelationships. | | | | At the end of my call, the business owner told |
| Do they share common traits? I bet they | | | | mehe really liked my presentation. He only had |
| do,although probably not the traits you would | | | | one questionfor me. This question really made me |
| expect. | | | | take a look athow I worked with my customers. |
| What traits do they share? | | | | What was his question? 'What is this product |
| 1)They are very good listeners. | | | | going to dofor me'? I realized that based on our |
| Yes, they listen, but what does that have to do | | | | conversation sofar, I truthfully couldn't answer his |
| with overcomingsales objections? | | | | question. |
| Successful people focus on you as you speak. | | | | Since I did not even ask the business owner any |
| They are truly interested in what you have to | | | | questions, |
| say. | | | | I was not ready for this very common sales |
| These successful people treat you in ways that | | | | objection. |
| makeyou feel comfortable and relaxed around | | | | I hadn't even asked him enough about his |
| them. | | | | business tounderstand how our product would |
| They always try to understand how youprocess | | | | benefit him specifically. |
| and absorb information. | | | | I certainly didn't understand his emotional state or |
| They give you information in ways that are | | | | hisproblems. I should have known the business |
| helpful to you. | | | | owner wouldobject to that type of arrogance. |
| Think about it. Aren't our most common sales | | | | That moment changed my view of the world. I |
| objectionsnothing more than pleas for more | | | | knewfrom that moment forward I must first |
| information? | | | | concentrate onunderstanding the needs and wants |
| These folks speak to you in ways that make you | | | | of my customer before |
| feelimportant and appreciated. | | | | I would be able to help him understand how my |
| If you listen to your customer when you talk, | | | | productwould benefit him. |
| they willtell you how to overcome common sales | | | | Since this time I have used an alternative version |
| objections. | | | | of thegolden rule. This new 'golden rule' has lead |
| 2)They ask you lots and lots of relevant | | | | me down thepath of success and happiness. |
| questions! | | | | My golden rule is 'do unto others as they would |
| Yes, but you may ask, but how does that help | | | | like doneunto them'. As a result, I rarely have to |
| with handlingsales objections? | | | | overcome salesobjections. My customer |
| Well, don't you hate people who are always telling | | | | overcomes the objections for mebefore they |
| and neverasking? | | | | ever come up. |