Into each sales person's life, objections must come, right?
If you're in sales, you're going to get objections, you're going to get rejection. So the question is, how do you handle it? Well, here is a four-part way that you can elegantly and powerfully handle objections.
Step one, you hear an objection, don't break out in a cold sweat. The first thing you need to do is to acknowledge it say, "Hey, I understand what you're saying," that you think this solution is going to be too difficult. But then the question is, what does difficult mean? Because difficult can mean different things to different people, so don't assume.
Step two, ask for clarity. By difficult, what do you exactly mean? And once you figure out what they exactly mean, you go to step three, give them an example. If one of their peers having a similar objection, but moving ahead with you, and now they're like a raving fan. So say, "Oh, let me tell you about Charles Tucker. Now Charles Tucker had the same exact objection, but he moved forward anyway." And what it did for them was increase their profitability, increase their productivity, and that's why he's a raving fan. And that's exactly why the step four, we should be working together.
Four-step process, easy to use, easy to implement, all it takes is a little bit of practice. That's what I want you to do. Go out there and look for objections and elegantly powerfully handle them and close business and make a ton of dough. Hope you enjoy this. Take care. Bye.