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Peaceful Objection Handling Tips

Guest post by: Linda Schneider

Article Overview: When you take objections head-on, trying to convince your prospect, make counter-arguments, explain how they're mistaken, justify, or insist, you create more resistance. Here's one way to handle the objection without resistance.

Peaceful Objection Handling Tips

Try this simple activity now...

• Put both of your palms together as if in prayer, and push them together.
• Keep pushing...and notice that both arms get tired eventually.

When you're taking objections head-on, trying to convince your prospect, make counter-arguments, explain how they're mistaken, justify, or insist, you're doing the equivalent in sales.

Selling Likea Karate Master

When my son was 7, I wanted to enroll himin a kid's karate class. Whenwe walked in to the studio to check it out, a class for adults was just starting. Most were wearing black belts and they were warming up by sparring together. An old gray-haired guy in a ragged t-shirt shuffled over to us and welcomed us to the studio. I thought it was quaint that the janitor was doing the welcoming. It was real down-to-earth.

The janitor told us that someone would be with us in a few minutes and to sit and watch the class until then.

Then he walked to the front of the room and started sparring with a young guy who looked and moved like Bruce Lee on speed. We stood in amazement as the old janitorslapped the black belt's hands away like they were annoying flies. Not one blow hit him.

The lesson was clear...the young man's strength didn't make him a master...it was the ability of the older man to move the younger man'sforce away that made him the karate master.

The Way of the Sales Master

In sales, we deal with objections more effectively by working with their energy rather than pushing back. Here's how it can work:

The prospect says, dismissively, "I don't think it's the right time to buy." This is an internal issue, not something you really can argue him out of. So yousay, "You're right. It may NOT be the time for you to buy...what sorts of conclusions are you drawing from the marketplace?"

By agreeing completely, then pausing, you lower resistance.When you've shown that you're not going to argue, you can follow up with a clean question, one that doesn't challenge or manipulate. You open the conversation back up, and you are in a better position to get them to solve the challenge for themselves.

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Article Tags: clean questions, consultative selling, objection handling, objection handling scripts, objection handling tips, objections, resistance, sales training



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