3 Objection Handling Tips

Key Note Speaker

Tip 1: If you want to improve how you handle objections, improve how you feel about objections! Instead of thinking of them as a conversation stopper or issue- see them as a question or concern. Learn to expect them and see them as a natural part of the sales conversation. If you look back at sales conversations that went well you’ll see that an objection or objections were raised and it went well because you confidently responded and the other party was reassured.

Tip 2: If you want to become effective at handling objections this is something elite salespeople do: Act it out! It’s just not enough to decide how you are going to handle it from a strategy/ method point of view. You will not improve unless you work out word for word WHAT you are going to say. Then you need to get comfortable saying it. Then repeat, repeat, repeat until it flows. It doesn’t matter if it’s very slightly different each time as long as the content of the message is good. Otherwise you’ll come up with the right stuff some of the time and not at other times and you’ll be wondering why…

Tip 3: When handling objections use this subtle yet powerful technique: PAUSE! This has multiple positive effects; it relaxes the situation-you can’t overcome an objection if tension exists! It allows them to consider their response. It makes the customer feel like this is something the salesperson has to give some serious thought when responding. (If it feels like a canned response was just reeled out they’ll feel sold to.) Even if you’ve heard the objection a ton of times it pays dividends to say something like: “That’s a really good point…” or “I understand see why you say that…” The fact the Prospect/ customer has expressed it means they feel it’s valid so it should be acknowledged!