Tweet

Objections The Pathway to Mega Sales

Guest post by: Harlan Goerger

Article Overview: How one deals with objections and resistance can be changed with a simple mindset change, now they are powerful sales closers.

Objections The Pathway to Mega Sales

A Different Thinking About Objections and Resistance Makes Big Sales If your in sales or management, you get them all the time; the dreaded objection or excuse, the reason why something can not move forward despite the over whelming logical solution you have provided.

The frustration whelms, the fear of loss grows with in you as the dreaded objection rises.

Unfortunately the majority of salespeople and managers feel and face this everyday. It takes the fun out of selling ideas and products and replace fun with dread. Often times it is down right scary!

If your relating to this, here is an answer..

To address this we will first understand two different ways of thinking and viewing the idea of selling a product or idea.

The majority of people have the impression that "selling" is about moving their product or idea to someone else and gaining a reward (pay or actions) for doing so. I challenge that thinking and disagree with it totally!

Lets look at this in a liner way to explain myself.

We approach a prospective buyer with what our products benefits are, we get rejected because the prospect does not connect with the product/benefit, now we have a fear of rejection in place for the next potential buyer.

If we get the prospective buyers attention, whew, one less rejection, we ask questions about their product situation and uncover some problems or needs. We provide our product/idea as a solution. Wham, objections come flying and once more that dreaded rejection rears its head. Oh my god, avoid objections because that means rejection and that hurts!

SO we get to the point of the prospective buyer giving you the order. Wow this is scary because they can still reject me, how do I tread lightly here? Dang, more stall and objections at the close, rejected again, more fear of asking for the order!

Ask for referrals, ask for more business, are you joking, that just leads to more rejection!

On to the next potential buyer and the same routine, only are fear of rejection is even higher now and reinforced. Thus it becomes an adversarial type of relationship where the salesperson is trying to "win" each encounter which means someone, the buyer, has to somehow lose. What a energy and effort consuming approach!

Ok, here is the other thinking approach:

The sale is not about moving product or ideas, it is about facilitating or assisting others through a decision process. Every purchase of any kind requires a decision by the buyer, thus there must be a decision process leading up to the decision to buy. What if we focused on the decision process rather than the product/idea? How could that change how we communicate, question and deal with objections?

As we approach that prospective buyer we now ask ourselves why this particular potential buyer should even consider making a decision? What qualifies them to even consider being involved in a decision process on the topic? Is this changing our approach and focus of our approach?

We approach the prospective buyer and engage them in the start of a decision process through engaging questions. If they choose to not participate in the decision, that is their choice and loss. "It's unfortunate that you chose not to address your issues, but that is your choice." you think to yourself, no rejection, no fear. In fact you become concerned that the potential buyer is missing a great opportunity and you ask more pointed questions to engage them about the outcome of not becoming engaged in the decision process!

Is there a difference here?

The ppotential buyer is now engaged and because you are not focused on product/idea your questions change to assisting them through the decision process. The questions are broader,cause the potential buyer to think through their real situation and uncover the barriers they are facing in getting to the desired outcome. Because this is different from others, the potential buyer is fully engaged with you and shares far more openly with you. It is amazing how often I will hear, "I've never told anyone else this...". How often does this happen to you?

As you proceed the potential buyer gains more clarity through your highly effective questioning. The situation they face becomes crystal clear and many of the barriers (objections) they are facing come to the surface. Because you are facilitating the decision process these "objections" simple become barriers to the decision you can help the potential buyers work through to obtain their solution. (What happened to the rejection and fear?)

Wait a minute, where is my product/idea, how can I get this sold! The boss wants sales, not conversation!

Yep, that is the old sales thinking that takes way more effort and not as much effective thinking.

Because the prospective buyer is engaged and open to disclosing the full situation and your questions have brought out the barriers they face, they soon ask, "how can you help me with this?" Talk about a buying signal! Now your product/idea becomes a part of the total solution for them and the outcome is far more important than cost, time or competition.

Your key is to not move back into "product dump", rather focus on how it fits as part of the total solution and decision.

Now it is important to note, many of the "barriers" that come out are not about your product/idea or it's implementation. Many of these are issues within the company that most do not know about. The politics, the systems and processes and how these hold up the final decision. By helping the prospective buyer though these issues as well, you eliminate the "objections" that stop most.

Are we seeing a different outcome here with a lot less work and no rejection or fear on your part!

The prospective buyer has worked through the decision process, dealt with all the barriers that would normally hold them back and has created their own outcome picture based on their motivations and needs. What have they to reject at this time? Or do you have a highly motivated buyer that is look past just buying your product onto a much larger outcome picture.

Yes this does take a very different mind-set on your part. Yet it is that very different mind-set that drives this approach.

If you have heard the idea of being unique or setting yourself apart from your competition, this will certainly do it! As a bonus, the idea of "objections" has changed and becomes nothing more than another point in the decision process for the potential buyer.

Is this different? You bet and far more effective for you and the buyer!

Yes, the basis of this is a change in mind-set and it will take effort on your part. The results will take you to a different performance and outcome than you have experience before. The people I work with experience this, so can you. Change your focus to assisting others through decision making and your words and actions will change as well!

To your success, it's your choice!

HG :)

Related Articles
  Handling the Greatest Source of Failed Closes
  Overcoming Sales Objections Made Easier
  How to avoid objections during your sales presentation
  Handling Objections in Four Simple Steps (Really)
  Cutting Through Stalls and Objections
  DON'T LET OBJECTIONS BE THE "KISS OF DEATH" TO YOUR SALE...
  Overcoming Objections
  Sleeping Around
  How To Successfully Handle Objections
  FRANCHISE SELLING TIPS: # 4
  Stress-Free Selling® - Easy Ways to Avoid Price Objections
  Is the pathway clear?
  HANDLING OBJECTIONS
  How to Handle the “I Am Not Interested” Objection
  How to Avoid 4 Key Sales Objections
  Overcoming Objections 101
  How to quickly and easily make more sales by using this simple tool
  How to Handle Objections:
  How to Handle Price Objections
  Preventing Objections or Push-Backs

Article Tags: close, mind set, objections, sales



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada - Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read - I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be; 1. Main Message (or Point) 2. Example 3. Next steps to put it into Action take away the extra "blabber" and you've got viewers that will come back.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Tips for the Novice Traveler

The Future of Online Marketing

Work Life Balance: Adding White Space

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.