The Creation of an Objection
The Creation of an Objection
Objections start with a thought. You have to think about an objection to manifest and experience the objection. For years, Quantum physicists have been working to prove the entire Universe stemmed from a simple thought and this is referred to as The Law of Creation. When an individual holds a particular thought for any length of time, they are focusing their attention on this thought. This attention will attract evidence of the thought into their lives that consequently serves to validate and strengthen their initial thought. According to Dr. Fred Alan Wolf, Quantum Physicist, “ the mind is actually shaping the very thing that is being perceived.” This concept has enormous implications for sales people who have a tendency to encounter the same type of objections, over and over again because ultimately, at some level they are not comfortable about a certain aspect of your company’s product or service. This means that their perceptions are being projected onto their prospects.
That’s why any development in the area of objection handling should start with the sales people themselves so that they have the right ‘thoughts’ and beliefs that can serve them better during their daily interactions with prospects and customers.
Another crucial factor to bear in mind when teaching your sales team to handle objections, is to help them accept one hundred responsibility for the objections they receive. Every action they take creates a reaction that is based on the formula of cause and effect. Everything that happens is the effect of an underlying cause. Most sales people spend their lives operating at effect….”it’s not my fault I always end up competing against (biggest competitor)” “Life’s so unfair, I always get the worst territory” “how can I compete with our high prices?” True personal power can be achieved when an individual accepts 100% responsibility for what they create in their lives. This means, accepting at some level they have ‘created’ the objections in the first place and if they accept this, it pre-supposes they also have the power to remove objections before they even occur. To put it another way they get one of two things; the result or outcome they want or the reasons why they didn’t (you may recognise these as ‘excuses’!) The more your sales team focus on the reasons why they encounter objections and blame circumstances beyond their control, they push away their personal power to create more of the results they want.
This empowering philosophy is powerfully explained in a film called The Secret by Rhonda Byrnes that can be purchased from www.thesectret.tv./
The Creation of an Objection - To learn more about this author, visit Nikki Owen's Website.
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Every moment, human beings perceive things on many different levels based on millions of bits of information being absorbed into the unconscious mind. Our conscious mind is not able to process all of this information and tends to select small chunks at a time. At the most basic level, there is neurological perception, the way we perceive sensory-based things. This level of perception is based upon the functioning of our end-receptors (i.e., our eyes, ears, skin, nose, tongue and mouth, inner ear, etc.). If there’s damage in the end-receptor, our ability to pick up information from the energy manifestations in the world will be affected, sometimes completely cut off so that we perceive nothing, or in limited ways, or in very distorted ways. At another level, an individual’s experiences and consequently their beliefs will influence and colour their perceptions. Ultimately, the only thing that can be ‘real’ for an individual is the ‘reality’ that they hold inside their mind. Have you ever experienced buying a new car and suddenly noticing how many cars of the same type as yours are driving around? This is because your car has been a recent, conscious, focus for you so you see similarities with this new focus.
Objections start with a thought. You have to think about an objection to manifest and experience the objection. For years, Quantum physicists have been working to prove the entire Universe stemmed from a simple thought and this is referred to as The Law of Creation. When an individual holds a particular thought for any length of time, they are focusing their attention on this thought. This attention will attract evidence of the thought into their lives that consequently serves to validate and strengthen their initial thought. According to Dr. Fred Alan Wolf, Quantum Physicist, “ the mind is actually shaping the very thing that is being perceived.” This concept has enormous implications for sales people who have a tendency to encounter the same type of objections, over and over again because ultimately, at some level they are not comfortable about a certain aspect of your company’s product or service. This means that their perceptions are being projected onto their prospects.
That’s why any development in the area of objection handling should start with the sales people themselves so that they have the right ‘thoughts’ and beliefs that can serve them better during their daily interactions with prospects and customers.
Another crucial factor to bear in mind when teaching your sales team to handle objections, is to help them accept one hundred responsibility for the objections they receive. Every action they take creates a reaction that is based on the formula of cause and effect. Everything that happens is the effect of an underlying cause. Most sales people spend their lives operating at effect….”it’s not my fault I always end up competing against (biggest competitor)” “Life’s so unfair, I always get the worst territory” “how can I compete with our high prices?” True personal power can be achieved when an individual accepts 100% responsibility for what they create in their lives. This means, accepting at some level they have ‘created’ the objections in the first place and if they accept this, it pre-supposes they also have the power to remove objections before they even occur. To put it another way they get one of two things; the result or outcome they want or the reasons why they didn’t (you may recognise these as ‘excuses’!) The more your sales team focus on the reasons why they encounter objections and blame circumstances beyond their control, they push away their personal power to create more of the results they want.
This empowering philosophy is powerfully explained in a film called The Secret by Rhonda Byrnes that can be purchased from www.thesectret.tv./
The Creation of an Objection - To learn more about this author, visit Nikki Owen's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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