An objection as stated in the Websters Dictionary is an expression or feeling of disapproval or opposition; a reason for disagreeing.
If you’re in sales, you have to know how to handle objections. The ability to do so is comparable to the ability of a hunter, hunting. Some say that leads are the most important part of a sales persons career, but I sincerely believe that learning how to handle objections is the single most important skill that you can acquire in your career. If you learn how to do this, the sky will become your limit.
Many sales people see an objection as a show stopper – they couldn’t be more wrong. Your job as just started when you face an objection. You are just beginning the closing process. Remember, if everybody said yes right off the bat; your job would be replaced with order takers.
Objections are just another way for the customer to tell you that they don’t understand. They aren’t a “NO”, a “NO” is a “NO”. It’s an indication that they need more details, or that they’re confused.
Here is the E.M.P.A.T.H.Y. approach to handling objections.
Empathize – “I can understand that”
Mirror back – “So what you’re saying is”
Permission – “So just to clarify my thinking, is this the only concern you have”
Ask the question – “What is it specifically”
Take time to clarify – “So just to clarify this”
Help them own it – “So if I could get my manager to agree to this”
Get the YES – “Great! Can I get your signature here”
I learned of this approach when I was 28, and it helped me beyond measure.
Finally, if you’re experiencing a large number of objections, something is either wrong with your sales approach or yourself. I highly suggest that you take the time to study up on sales or fix your attitude. If either of these two are jacked up, you’re in trouble. I hoped this helped.