Stop “Handling” Objections
Stop “Handling” Objections
“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.
Stop Handling Objections - To learn more about this author, visit Sandy Schussel's Website.
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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.
Stop Handling Objections - To learn more about this author, visit Sandy Schussel's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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