611 - How do you handle objections?

Objections are part of life in business and in our personal lives. Yet, when it comes to sales, many people feel crushed when a prospective client says no.

As a result, the salesperson's sales suffer because they are hesitant to ask for the appointment, or worse still, the sale.

Objections don't mean your prospective client has unequivocally rejected you. It often means they have questions. They weren't clear about your offering.

The best way to handle objections is to address them upfront. Objections are often a defense mechanism.

By asking clarifying questions you can get more insight into their objection.

If a prospective client is confused about your product/service or believes it will be too expensive they will object. Now it's time to really show them the value of what you offer.

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

In networking meetings, I sometimes give my elevator pitch with a twist, to turn the objection around.

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

To my surprise, it gets great reception, along with laughter. People remember it.

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

Know your products/services inside out.

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

Don't be afraid to say, I don't know, if you can't answer a question. Let them know you'll get back to them promptly with the answer.

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?