“I don’t think your software will actually help me increase my productivity.” What do you do now hotshot? You’ve just been given an objection that has stopped your sale in it’s tracks. Maybe you will just give up, pick up your toys, and go home?
How many times does this happen each day when someone is trying to sell something?
You don’t have to give up, or pick up your toys, or even go home. Your prospect has just given you an objection. This is your time to embrace the objection and find out what’s really going on.
I want you to program your mind to think of each objection as your prospect merely saying to you, “I just need more information from you.” When you embrace this mindset you be able to more effectively deal with, and possibly overcome the objections.
Here’s my disclaimer, nothing works one hundred percent of the time. Do you what you can with my advice. Many times it will work, and sometimes it won’t. There are no magic bullets in growing a business, just good systems to follow that keep you on track.
So let’s take a look at the three categories of objections. My friend Sean D’Souza was kind enough to organize objections into three categories to help give us a system to classify objections. Sean is the genius behind the psychotactics.com website, go check him out.
The first category of objections is “Perceptions.” Perceptions are the way you individually understand or interpret something. Your perceptions do not always equate to facts. You may perceive that something is to expensive and you would not buy it. Another individual may think something is a great deal and buy it immediately.
You can have perceptions about many things when it comes to buying something, and they can sometimes cause you to put up objections to buying.
The second category of objections is “Past Experiences.” An example of this may be that the last time you bought a car you had a bad experience at a certain auto dealership. This bad past experience may cause you to object at going back to look at another car there, even though you saw a great deal advertised on a car you like.
The third category of objections is “Need more information.” Just like it sounds, you need more information. You could need more financing information, more product information, more information about other people using the product, etc.
If you think about the objections you get when you’re selling your product or service, all the objections fall into these three categories.
So now what?
There are no new objections. The objections you get are the same ones you get all the time, and the same ones everyone else receives also. So it would make sense for you to write them all down on a piece of paper and study them, wouldn’t it? After you write them all down, I want you to write down on the same paper a response for each of your objections. After you finish that, you can start working at practicing them.
Each day pick one objection. Have someone give it to you, and then share your answer. After working at this for the next thirty days you will be amazed at how things change for you.
A couple of last tips for you to consider. This process as I have described will work best in the creation of your sales copy. Your sales copy goes on your brochures, your website, your sales letters, etc.
When you get objections in person I will introduce you to a system that I call “Curious Questions.” Curious questions are used to help you understand the root cause of the objection in the first place, and put you in a better place to handle the real objection.
So to wrap this up, write down all your objections. Then write down answers to all of the them, and then be preemptive in all of your one-way sales communications.
Now go and take action.