No matter what product or service you are offering in your business, the commonality between all sales leaders is that we are offering CHANGE. When someone chooses to buy your product or service, they agree to make change occur in their lives and for most, that is not easy. Most people have grown accustomed to the pattern of their lives, and whether it is asking someone to change mobile service plans or inspiring them to lose weight, YOU are a catalyst of change. But as lovely as that sounds, CHANGE is often met with resistance, and often it feels like you are hitting a brick wall. So how do you break through that wall and increase your sales? Here are 3 Keys to Overcoming Objections.
1. CERTAINTY – It is inevitable that you will face objections. Your psychological backbone is perhaps one of the most important keys to overcoming objections. You must have a certainty that outweighs the uncertainties you will face. To do this, you have to know the value of the products, services, and benefits you offer. You need a passion for what you sell and love the WHY behind it. To help with this, identify leaders in your business that have a high level of knowledge and understanding for your business. Study their marketing style, personality, and closing techniques when faced with resistance. Invest in your personal growth by consuming videos of other top performers in your industry.
2. LISTEN – Great sales leaders are not megaphone experts shouting their company or service’s greatness. Instead, they are magnets and master listeners. They listen for the opportunity to deliver the right offer in the right way, so the right emotions take place. If you are met with resistance, DON’T push. Pushing or convincing is selling. People do NOT want to be sold anything these days. They want to be guided to make a decision they feel is smart and valuable to them without a feeling of being pushed or manipulated into a decision. Practice LISTENING instead of telling. Don’t seek to be understood, but instead, try to understand others. Ask questions to identify what THEY are searching for in life. What are their pain points or greatest areas of desire? How can you or your offer bring value to what they are hungering for in life? We will speak more on this coaching skill in the future. Here is an age-old formula used to help find agreement and shift the rejection into potential business
3. AGREEMENT – There is a scripture that says, “agree with your adversary quickly.” Although that was not a passage about sales, it is a great psychological tip in making SHIFT happen in your sales process. When you are faced with a substantial objection on price, for example, respond by agreeing with their perspective and offer a different view to the same challenge. There is an age-old formula that has been trained for decades that is called: FEEL, FELT, FOUND and NOW. Here is an example of how you can agree with your customer and share your story as a way to connect deeper with them and THEIR story.
Objection: I can’t afford it!
Agreement: I know how you FEEL. (Your story: We were struggling in between jobs)….and I FELT the same way. Then I FOUND ___(your company or product)____, and NOW I am ____(benefit of your service)____.
You can use this formula for any service, company, or product you are offering. But remember, the key to all sales is your ability to CREATE RELATIONSHIP with your customer. Allow your certainty to give you the boldness to ask the right questions, listen more than you speak and help your prospect feel understood by seeking agreement versus your need to be right. Give up your right to be right and strive to understand THEIR needs and desires, and you will soon see your sales and team growing in greater proportions.