Video Transcript
What I want to talk about now is probably one of the stickier components of sales that business owners and salespeople just really don't like, and that's managing objections. An objection is where someone basically says, "Look, I just don't have enough money or I don't have enough time or let me think about it." They're normal.
The first thing that I want you to consider is when someone, a prospect or a customer, shares an objection with you, they're doing so because they want to understand more. It's an opportunity for you to teach them or show them the value of why it needs to be now, how much I suppose they're gonna gain from it. So take the time to do that, acknowledge it, they're actually asking for help. If they didn't want it, they would disappear and not contact you again. So the first thing is, listen to them and take the time to help them get over it. The
worst thing you can do in this situation, when you get an objection, is basically try and twist their arm. Like the old gross "Well, the fact that you don't have enough money probably means that you need to do it." It's just the worst thing ever. Anyone who is telling you to do that, just don't listen to them. They have no idea what they're talking about.
But the way you manage objections is you smell them before they come up. If you see that someone is pressured for finances and you're asking them to make a purchase, ask them how comfortable they are spending money on it. Preempt. Because remember, they're buying the outcome and whether or not they buy is dependent on how much they trust you.
When you preempt the objection and ask them, before it becomes an issue, "How comfortable are you spending money on this? You know, I want to make sure that we get the numbers right." When you do that, they can trust you. It's not an issue. If you don't, it becomes an issue. Think of it like, if your customer perhaps has a thorn in his foot and you're going for a walk with your customer, if you notice them limping, take a moment to ask, "Do you want to take that thorn out of your foot? Let's make sure we do this properly. Look, why do we need to do this now? I don't want to twist your arm and force you into it." (And your customer says) "Oh, I kind of want, I think I need to do it now, I'm just not sure on X." And then answer that question.
Managing objections is easy. Take the time to find out what they're going to be. Ask them how comfortable or why they want to move past them. Help them move past them and they're no longer a problem.