| Learning how to overcome objections is an | | | | Human beings are very much in-tune to subtle, |
| integral part of just about every sales training | | | | non-verbal subcommunication that all human |
| process. Go through a formal company sales | | | | beings unknowingly send out. When you're |
| training program, or just pick up any sales book in | | | | expecting sales objections, your prospective |
| the airport. They all talk about objection handling. | | | | customer is going to pick up on it. They may |
| It only makes sense, doesn't it? You need to | | | | sense that you're uneasy, or they may just know |
| have comebacks to common objections because | | | | that something is off. |
| they're going to come up anytime you try to | | | | Either way, as soon as they pick up on your |
| make a sale. | | | | doubt, they tune into that doubt and they also |
| Or will they? | | | | begin doubting the decision they're about to make. |
| After many years, both in sales myself and | | | | Then they start firing off objections, and your |
| teaching others how to sell, I've realized that | | | | sale is stalled. |
| spending lots of time learning "objection handling" | | | | When Napoleon Hill trained insurance agents nearly |
| can actually be harmful in the long run. | | | | a century ago, he taught them that before going |
| Here's why: | | | | to an appointment, they should "send their minds |
| When you teach a salesperson to overcome | | | | out ahead of them" and imagine themselves |
| objections, that person begins to expect and | | | | already at the appointment, making a sale with no |
| anticipate more objections. | | | | objections at all. |
| It's known that a dog can detect fear. So can a | | | | Of course, there was no black magic involved |
| criminal. When you show fear, those who would | | | | here. All that really happened is that the |
| do you harm will take advantage of the situation. | | | | salesperson was conditioned to expect the sale. |
| On the other hand, when you show no fear and | | | | When you expect a sale, your confidence is |
| are fully confident, you will be able to stand your | | | | contagious, and prospects then feel confident |
| ground and have no fear of attack. | | | | doing business with you. |
| The same is true in sales. | | | | When you expect objections, however, that's |
| Drilling the concept of "objection handling" into a | | | | exactly what you'll get. |
| salesperson's head absolutely convinces that | | | | If you're a sales manager, take the objection |
| salesperson that objections are a sure thing. And | | | | handling lessons out of your trainings and |
| when you go into an appointment expecting | | | | meetings. Teach your people to expect sales |
| objections, guess what happens? | | | | instead, and as if by magic, they'll get them! |
| Yep - you will get objections. Lots of them. | | | | |