81 - What words do you listen for when addressing objections?

No one likes to hear the word "No".

It's perceived as being the ultimate let down.

There is another word we want listen for when we hear objections.

It's a word that often gets missed and, if not properly addressed, can lead to No.

The word is But. Listen for it when you are talking to prospective clients.

"I like your services but..." (Just negated that they like your services)

"That's a great product but..." (Your product isn't so great after all)

"We would roll out your program but..." (They are leaning towards not rolling out your program)

You get the idea.

How can you avoid the word but?

ADDRESS OBJECTIONS UP FRONT, before they can say but.

Some of the "buts" may be, but we are too busy, but it is too expensive, but I don't see how this will help us.

Be transparent about the things they perceive as hindrances.

Time concerns - "I know how busy you are and my team will help with implementation to get it done quickly"

Cost concerns - "I know it seems expensive to you and I will show you how our services will actually save you in the long run."

How do you address objections?