✌️ Hate Handling Objections? Pt. 2 of 3

This week’s issue is a continuation of last week and tips to help you better handle objections.

If you missed it - you can check it out here 

Last week we talked about ‘welcoming’ objections vs. immediately jumping into “overcome mode”

This week - we’ll talk about the next step in this framework, which is:

How to ‘empathize’ with your buyer’s objection - to help lower their resistance and keep the conversation going.

So let’s jump right in.

Choose Empathy

Why ‘empathy’?

It shows the buyer - that you’re:

• Listening

• Understand their POV

• Not like every other seller

So how does it work in practice?

Let’s go thru a couple of examples that include both last week’s lesson and this week's.

Buyer Objection: “We don’t have the budget”

Welcome: “Keith, thanks for being transparent with me…”

Empathize: “I understand how closely budgets are being watched right now…”

Buyer Objection: “This just isn’t a priority”

Welcome: “Firstly, thanks for being direct…”

Empathize: “I can see why this wouldn’t make sense if you’ve got other priorities going on right now…”

Buyer Objection: “The timing isn’t right”

Welcome: “Thanks for being honest…”

Empathize: “Totally makes sense - I mean if the timing is off - I’d agree we’re better off holding until that changes…”

Buyer Objection: “You’re too expensive”

Welcome: “Appreciate you being candid…”

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

Buyer Objection: “We’re happy with our current provider”

Welcome: “Keith, thanks for being candid…”

Empathize: “And agree the timing may be off if you’re in a good place right now with X [competitor]…”

Buyer Objection: “Decision maker said no…”

Welcome: “Keith, thanks for sharing and being transparent…”

Empathize: “Can totally understand that without them on board we’re most likely at a standstill…”

Are you starting to get a hang of it now?

Stop jumping in and immediately trying to ‘change their mind’ or ‘convince’ them that they’re wrong.

Instead…

Show that you’ve listened and are empathetic to their current stance.

Start practicing steps 1 and 2 and come back next week to learn Step 3 which is key and where reps struggle the most.

Next week you’ll also get:

1. FREE Objection Handling cheatsheet download.

2. Chance to win a free objection training with The Practice Lab.

If you liked this article, please share it with a friend.

You can check past issues here. ✌️