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Trying to overcome objections is one of the fastest ways to lose a sale.
You might think you’re being clever by countering every concern your prospect throws at you, but here’s the hard truth -- you’re just digging yourself int a deeper hole.
When you react to objections, you’re essentially telling your prospect that their concerns are not a priority.
For years we’ve been taught to “overcome” resistance, that’s a game you can never win – because if they don’t trust you, resistance will always get in the way of the sale.
Think about it… when you attempt to overcome an objection, what happens next?
They come up with even more objections.
You’re suddenly in a never-ending cycle of them throwing up barriers and you scrambling to knock them down.
And if you’re lucky enough to get them to agree with you, don’t be surprised if they back out a day or two later.
By focusing on overcoming objections, you’re pressuring your prospect, and that pressure breaks trust.
Traditional selling teaches us to view objections as obstacles to overcome.
But when you’re so focused on making the sale, your agenda becomes transparent.
Instead of overcoming objections, try this radical approach: don’t resist them at all.
Acknowledge their concerns and create space for an open dialogue to continue.
When you can “let go” of your sales agenda, you’ll find that your prospects are more likely to open up and trust you.
Here’s what you can say to defuse any objection: “That’s not a problem…”.
That’s the first thing you say to create the open space you need to think, and then respond.
So if they say: “I’m looking at other advisors in our process”, you can say: “That’s not a problem…I’m just curious, what is the one most important criteria that is a priority for you in deciding which advisor you’d like to work with?”
Hopefully they will say: “Someone we can trust.”
That tells you the truth of what is missing for them, from you.
If you’re ready to create deep trust at the start of your sales process, so you don’t get resistance, order your complimentary book and consultation below.
Related: Stop Playing “Cat and Mouse” Games With Your Leads
Get Ari’s 6 best-selling books for FREE here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.