Stop “Handling” Objections

Guest post by: Sandy Schussel
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When is it okay to lie? - By Sandy Schussel

You’re trying to get a prospective client to meet with you, to purchase service from you or to recommend you to an associate and you suddenly find yourself facing resistance. The old sales model many professionals use calls this an “objection” and suggests that you "handle" it, which basically means to argue it down.

“Your fees seem high,” a prospective client says. So, you jump to defend those fees. That’s handling them.

“Well, we’re the best at what we do and you can find it for less, but you get what you pay for,” might be the response under the old model. The defensive, argumentative response is not likely to bring about a change in the prospective client’s opinion, and might even have the opposite effect. You’re trying to “swat” down the objection, and that approach doesn’t work very often.

A more effective approach would be to “bend” with any resistance you sense in your conversation:

“Well, you know, Joe, you’re right. I suppose it can appear that way if you haven’t experienced the level and quality of service we bring our clients. How important are getting the best quality and the best service to you?”

The key to getting more clients to say “yes” is to remove resistance or stress whenever you sense it’s there, and bending with it is often an effective approach.

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When is it okay to lie? - By Sandy Schussel

About the Author: Sandy Schussel

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Sandy Schussel, the "More Clients" Coach, is a speaker, author, sales trainer and coach who went from being a rainmaker for his law firm, to running his own seminar business, to being hired as the national sales training director of a financial services brokerage. Order his new book, BECOME A CLIENT MAGNET: 27 Strategies to Boost Your Client-Attraction Factor, the "how to" companion to The High Diving Board: How To Overcome Your Fears and Live Your Dreams. Visit Sandy’s website at BrassRingCoaching.com and sign up for his free weekly e-letter, REACHING…, or find more articles like this at www.brassringcoachingblog.com.
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