174 - How do you handle objections?

The best way to handle objections is to address them upfront.

Objections are often a defense mechanism.

If a prospective client is confused about your product/service or believes it will be too expensive they will object.

The reasons they give are sometimes an attempt to cover assumptions or false beliefs.

One of the most common objections in my line of work is that a relative, friend, or neighbor is an attorney.

At a recent networking meeting, I gave a new elevator pitch to turn the objection around.

I said, "I protect attorneys from their family, friends, and neighbors who feel entitled to free legal advice."

To my surprise, it got a great reception.

We should all expect objections in every line of business, and if you know your products well, you will be ready for any objection that arises.

An objection does not mean the person will not buy from you, it means they need more information.

You want to handle objections in a professional manner, not to belittle or show off.

Handling objections professionally shows your knowledge and credibility.

How do you handle objections?

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