✌️ Hate Handling Objections? Pt. 3 of 3

This week we're finishing off this 3 part mini-series on objection handling with the step sellers typically struggle with the most.

If you missed parts 1 and 2 - make sure you read those first. 👇

Part 1

Part 2 

If you get this part wrong - you risk even more resistance from your prospect or client. (even IF you nailed parts 1 & 2)

So let’s talk through how to avoid that from happening.

By the end you’ll learn:

• How to ask questions to keep the conversation going

• Understand how all 3 parts work together

• Get access to a cheat sheet to improve

Pt. 3 Asking Questions to Understand NOT Overcome

So let’s first introduce part 3.

If you remember you first start by welcoming the objection, followed by empathizing with your buyer, and the next step is to ask a question.

The problem most reps have here is that they’re conditioned to ask questions to ‘overcome’ vs. ‘understand’

Here’s an example of what I mean: (using an example from last week)

Buyer Objection: “You’re too expensive”

Welcome: “Appreciate you being candid…”

Empathize: “And totally understand cost is always a big piece in these evaluations…”

Bad question example: “I’m a bit confused though because we discussed cost at the very beginning - and it didn’t seem to be a concern then - what’s changed?”

The problem with this question is that it comes off as “combative” vs. “curious”

And when a buyer feels like you’re questioning their reasoning vs. really trying to understand their POV - you’re going to be met with a brick wall of resistance.

So here’s a better way to ask the question. (after completing pt. 1 & 2 first)

“Cost aside, do you feel we’re the right solution or are there still other things that are also causing pause?”

This works better for 3 reasons:

1. It’s not combative and doesn’t cause your buyer to put up a wall

2. It helps to isolate and learn if this is their ONLY objection

3. Helps to keep the conversation going

Let’s go through another example:

Buyer Objection: “We have other priorities”

Welcome: “Thanks for being transparent…”

Empathize: “And can see why it may make sense to put this on hold if you’ve got higher priorities right now.”

Understand: “Out of curiosity, do you feel this gets reprioritized at a later date or where do you feel this ranks against the others?

I’m not trying to convince them my solution or project should be a priority.

I’m only trying to understand where it ranks and if & when it may be #1.

From there I’d keep asking questions to better understand the situation - isolate any and all objections - and determine if there truly is a deal to be had. (either now or later)

However, that would be too much to cover here.

So to help you practice steps 1-3 - I put together a little cheat sheet so you can put in more reps.

You can grab a copy here.

Chance to Win a Training For You and Your Team

If you liked this mini-series then you’d love the training that The Practice Lab Runs.

So here’s how to win a 60 min. no-cost objection handling masterclass for you and your team.

Reply to this email with the below pieces of info.

1. How many people are on your team?

2. A GIF (the funnier the better)

I’ll pick 2 winners.

That’s all for this week and we’ll see ya next Saturday.

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You can check past issues here. ✌️