Conversations, tools and strategies to multiply your sales
Last week we began a conversation on addressing objections from your prospects. Before we jump into today’s discussion, I highly suggest you check out last week’s video where I explain the difference between questions and objections (and how to make sure you are addressing the right one in conversations with your prospects!)
So, now that you’ve determined it’s an objection - and not a question - how do you address it?
Notice I say address, and not overcome - I honestly don’t believe it is our place to overcome their objections. After all, objections play an important role in identifying those potential clients or customers who are not actually an ideal fit for you and what you offer.
You’ve heard the phrase ‘overcoming objections.’
When it comes to sales conversations, this is the number one place most businesses find themselves stuck. It would seem that learning to effectively overcome objections is the obvious answer, right?
Here’s the rub - I don’t believe in overcoming objections.
You will never me talk about this in my sales training, as I believe objections aren’t meant to be overcome or to be met with pushback from you as a business owner.
I hope to spend the next few weeks diving into this topic so you can find ways to address objections that are both impactful and rewarding for both you and your prospect.
Before we can have this conversation, there is an...