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Stop “Handling” Objections

Written by: Sandy Schussel

Article Overview: The key to getting more clients to say “yes” is to remove resistance or stress whenever you sense it’s there, and bending with objections works better than “handling” them.

Stop “Handling” Objections

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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Article Tags: best quality, objection, old model, prospective client, quality of service, resistance, stress, swat



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