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Want to make dealing with objections easier?
Then remember to always use the powerful technique of isolating the objection instead of answering it…
I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them.
It’s a lot of work.
Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection?
Example: Your prospect says that it costs too much.
You then say that you can drop the price. (A bad answer in and of itself, but not the subject of this blog post.)
Your prospect then says that they have to talk to their boss…
You see how this goes.
If you want to stop working so hard, and if you want to know what the real objection is, then isolate the objection instead of trying to overcome it!
Here’s how:
Prospect says, “It costs too much.”
You reply with, “I understand. Let me ask you this: If the price was more in alignment with what you wanted to pay, is this something you would take advantage of?”
Simple.
Your prospect then either says “yes,” and now you can negotiate price, or, they say, “well, I have to talk to…” and you now know that price isn’t the objection at all.
Another example of isolating the price objection:
Prospect says, “It costs too much.”
You reply with, “In addition to cost, what else is making you hesitate today?”
You get the idea.
The bottom line here is that you want to know what else is stopping your prospect from moving forward.
And you want to do this before you go charging off and chasing their “smokescreen” objection.
One last thing: You may have heard of this technique before, but when was the last time you used it?
If your answer is “not recently,” then pull yourself together, and start using this each and every time you get an objection.
You’ll be amazed at how much more successful you are at closing sales.
And how much easier it is as well.
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