233: Sales Objection Handling Mastery

<p>Brain fog can hit salespeople when they hear a buying objection from the client.  As soon as they recover, they spring into action.  Usually, it is the wrong action. It involves arguing with the client about why this isn’t a reason not to buy.  This effort goes nowhere and is a complete waste of time.  In today’s episode find out what we should be doing.</p> <p> </p> <p>Getting pushback, rejection, disinterest when you present your solution to the client’s problems is the natural state of things.  Getting a sale is an exception.  That is why the best salespeople are exceptional.  There are so many ways to fail in sales, it is no wonder that getting to a ‘”yes” answer is so hard.  One of the common questions or issues we get in our sales training classes from Japanese salespeople, are about how to handle the client’s objections.  There are some key techniques we need to be applying at this point in the sales conversation.</p> <p> </p> <p>Obviously, we should always question the objection.  The words we hear are an abbreviation, a headline for a much longer reason or more elaborate reason for them not to proceed with us.  We want to hear the full thinking behind their rejection of our offer.  We also know that we shouldn’t get busy answering the first objection they share. This may not be the real objection.  Always have the tip of an iceberg picture in your mind’s eye and imagine there is a big chunk of reasoning as to why it is a “no”, hidden below the surface.</p> <p> </p> <p>We need to keep pushing for other reasons not to go ahead, after they have told us each one, until we have exhausted their supply.  We then ask them to rank them in order with the highest priority first.  That is the one we attempt to answer.  When we get to this point we have to make a couple of judgement calls.  Is this a real objection?  Is it a legitimate reason?  If it isn’t, then we have not uncovered the real culprit yet, as to why they can’t proceed with us.  We need to keep digging for their actual issue with our proposal.</p> <