Wait, what is an objection? An objection is anything said or done by the buyer / customer that could potentially deter you away from closing the deal.
Oh, so objections must be bad? Not exactly. Often times, objections are simply a request for more information. Let's think about this a little deeper.
If you have ever had a significant other, you must know how hard it is to finalize dinner plans.
Guy: "Babe, where would you like eat dinner tonight?"
Gal: "Oh, it really doesn't matter to me."
Guy: "O.K., what about Chinese food?"
Guy: "O.K., what about Mexican food? That's my favorite!"
Gal: "I'm not really hungry for that either."
Guy: "But I thought you said it didn't matter!?"
Ladies, I hope that you do not take me the wrong way, here. I am not trying to single you out; however, I am trying to draw a parallel between objections during a sales presentation and a more common conversation between lovers. One thing that would greatly aid the 'dinner' decision above would be...wait for it...more information!
Guys, imagine if you could have a spreadsheet of all the restaurants in your local area; categorized by genre, quality, price, etc. Would that not help tremendously? Would that not help you sell your significant other on the appropriate dinner plans? Of course it would.
This is precisely what is happening in a sales conversation when the buyer objects - they are requesting more information. An objection does NOT mean "No way," it means "Not yet." If and when a buyer objects to your proposal, know that you have just reached a moment of impact - the moment in which you can truly find out what your buyer wants for dinner.
Here's a step by step process for handling an objection: C-PAC
Reece Theriot, MBA
“We were put on this Earth to love; by loving, we serve others; by serving others, we create value; by creating value, we form successful ventures; by forming successful ventures we contribute to the advancement of Creation which pleases the Creator.”