I have a secret and I have a feeling it may not sit well with a few of you. As salespersons we spend tons of time trying to learn how to overcome objections, but the truth of the matter is very simple:

It’s impossible to overcome objections.

Now before you start getting upset with me over this theory, let me explain. What I mean is that we spend too much time asking ourselves “How can I get past this objection?” when what we should really be asking ourselves is “How can I help my prospect get past his objections?”

The objection is not yours – it belongs to your prospect. That’s a very important distinction. An objection does not necessarily mean your prospect isn’t interested in your product or service. In many cases it merely means he or she needs more information.

Take a look at a few common objections:

• The price seems high so I think I’ll shop around first.
• I would like to see some more information before I make a decision.
• I’d like some time to think about this.
• This is a bad time for us to make a commitment.
• We have no money in our budget for this right now.

These objections are certainly much different than hearing, “I’m not interested. Please stop calling me.”

There are ways to work around all sorts of objections, and more often than not an objection, while true, is also a method prospects use to protect themselves. They’ve probably heard from dozens of vendors and don’t feel as though you’re any more trustworthy than the last. It’s your job to determine if the objection they are presenting to you is real or merely defensive.

For example, if a prospect says that he doesn’t have the money in his budget, you might follow up by asking him how much he thinks your product costs. You might also ask him to clarify whether or not he has no budget now, or if he never has or plans to have a budget for this type of product. Perhaps he’s really only concerned that your product is worthless and he’d be wasting his money.

These are all concerns your prospect owns. It’s your job to merely show him that his concern is unwarranted. If he’s really interested and does have a budgetary concern, arrange to follow up later. If he continues to put you off with excuses, move on to the next prospect instead of wasting your time.

You’re going to run into objections every day. The trick is to avoid personalizing them so that you can help others. You should already be convinced your product is the best. Simply help your clients to realize the same thing!

Thanks again,

Sean

Sean McPheat

Telephone 0800 849 6732