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A 3-Step Approach to Handle Objections with Confidence

May 08, 2022

Do you ever feel stuck by an objection?  When you’re in sales, you are used to hearing objections.  Whether sharing a product or inviting someone to learn about your business opportunity, you hear things like:

 

“That’s expensive!”

“I don’t know if I would use something like that.”

“I don’t have time.”

 

Does an objection throw you off your game?  Does an objection cause you to wonder if your prospect is looking for a way out?   Let’s look at what you can say and do to handle objections with confidence.

 

✔️ UNDERSTAND WHAT AN OBJECTION REALLY IS

Objections are:

  • A sign of interest.

An objection shows you that your prospect is thinking about what it will be like with your product or service.  She wouldn’t be picturing herself if she wasn’t interested.

  • An invitation to share more.

An objection is an invitation to provide more information.

  • An opportunity for you to connect.

An objection gives you the opportunity to have a conversation to better understand her concerns and get on her side.

  • A potential misconception.

Sometimes objections are a sign of limiting beliefs from past experiences.

 

✔️  DISCOVER A THREE-STEP APPROACH TO OVERCOME OBJECTIONS


1
Acknowledge and validate.

 

People want to know you understand them.  Here are some things you can say:

  • I get it.
  • I appreciate you sharing that with me.
  • I can see where you are coming from.
  • That’s a good point.
  • Thank you. I can see why you would think that.


None of these phrases mean that you agree with the objection.  They simply show that you understand. 


2
Ask questions.

It’s natural to want to move to a solution before really understanding what someone is saying.  Instead, do all that you can to understand your prospect’s point of view.  Avoid questions that start with “why,” because “why” questions can make a person feel defensive.  Instead, phrase your questions with:

  • Who
  • What
  • Where
  • When
  • How

 
Keep your conversation moving and build rapport.


3
Rephrase and move forward.

 

When you repeat what someone says, you show them that you understand what they are telling you.  If what your prospect has told you needs to be clarified, rephrase it by saying something like:


“What I hear you saying is …”
Once you’ve established understanding, you can proceed to share additional benefits.  You can help your prospect see her concerns in a different light by sharing the experiences of others. 

 

✔️   BE MINDFUL OF YOUR DO’S AND DON’TS

You will feel more confident when you know what to do, and also, what not to do.

Don’t:

  • Take it personally. Objections aren’t about you.
  • Argue or confront your prospect.
  • Skip steps.

Do:

  • Ask questions until you fully understand what the prospect is saying.
  • Let your prospect know you are on her side.
  • Be honest and empathetic.

  

✔️   LET’S LOOK AT AN EXAMPLE


You’re inviting someone to learn more about your business opportunity. 

Prospect:

I don’t have the time for something like this.

You:

I get it! I, too, am busy like you.  Life sometimes feels overwhelming, right?  I’m wondering, how much time could you spend per week if you were to consider this? 

Prospect:

Well, maybe 10 hours.  Only weekends.

You:

So you’d have 10 hours, but weekends only.  Okay.  What if I could show you how you could have fun – and be successful -- within that time frame.  Would you be open to hearing more about that? 

 

Instead of tensing up when you hear an objection, relax.  Know that an objection is a nudge that invites you to do more.

  • Do more to listen to what your prospect is saying.
  • Do more to build a relationship with your prospect.
  • Do more to shine a light on the benefits of your product or service, by connecting with what’s important to your prospect.

 

Don’t let objections throw you off your game.

Handle objections with grace and confidence.

You’ve got this!

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