Hello.
I recently joined the site and thought I’d dive in head first.
I started a thread with a similar topic because I didn't see this one first. Please, be patient with me.
After many years of being effective at handling objections from qualified prospects… and making sales… and becoming less fond of the process along the way… I discovered that the main cause of every one of those objections was… none other than yours truly.
It was really simple, or it seems so now. Since I was the driving force that created the objections, and therefore an adept rebutter by necessity, I finally understood I might have the power to make the objections go away.
First… there was a question that needed to be answered. To what, exactly, was the prospect objecting?
I had to face it. He/she was objecting to something I said. She/he was objecting to something I showed them. I lit the fuse every time. Rebuttles were my attempt at damage control.
We need to address concerns, but concerns are different than objections, or stalls. The traditional buyer has been trained to expect a certain kind of approach from a salesperson, and they’re usually ready to object so they prove us wrong and put us on the defensive. You know it’s true, because that’s the way most of us sales professionals act when we’re the buyer.
I don’t give information, or show clients anything anymore.
Life is much simpler since I stopped giving information and started getting it. Don’t get me wrong. I’m nice, and I’m assertive. I’ve just learned the value of being an effective diagnostician. (an interviewer if you will).
Once I shifted to an authentic approach of asking questions... and away from an authentic approach to answering them… objections literally disappeared. The need to overcome and rebut anything vanished at the same time.
Here’s a saying I’m most fond of… When you say it, it’s selling. When they say it, it’s true.
I appreciate the opportunity to share my thoughts.
Ike
