✌️ Hate Handling Objections? Start Here - Pt. 1 of 3

This week I’m going to cover every seller's least favorite buyer pushback…

The dreaded objection.

You’re going to get them in every deal - so knowing how to handle them is kind of important.

Most sellers get flustered, frustrated, and downright furious when they get hit with an objection.

It’s mainly because they don’t know how to deal with them.

So let’s change that.

This will be pt. 1 of a 3-part mini-series that will break down some recent learnings my team and I got from The Practice Lab on the topic.

Let’s go.

Don’t fear Objections. Welcome them.

The first step in this framework is to “welcome” objections rather than fear them.

What the hell does that mean?

When a buyer gives an objection - that is when their guard is the highest.

It’s either a smokescreen or…

They’ve made their decision and trying to convince them otherwise right away is a sure way to make them dig their heels in.

“A person convinced against their will, is of the same opinion still”

So instead of trying to “overcome” or “convince” them of a different opinion - “welcome” the objection instead.

Here are some examples of how that could sound:

“Keith, first off - thanks for being candid with me…”

“I appreciate you being transparent…”

“Thanks for being honest…”

“Totally appreciate the transparency..”

“Thanks for shooting me straight…”

“Firstly, thanks for being direct…”

“Appreciate the honest take…”

“Keith thanks for sharing and being transparent…”

This approach shows the prospect or client you:

Start practicing with a colleague and making the delivery of your “welcome” statement(s) your own.

Practice multiple variations so you’re not saying the same thing every time.

Continue to drill this and come back next week to learn part 2.

“What to say next to continue to lower your buyer's guard”

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