Overcoming Objections

Hilton Johnson

 

 

What are objections?

 

  1. A reason (or statement) that your prospect cannot do something.
  2. Prospect is trying to slow down or cut off the decision process.
  3. Most are not real and is usually an excuse they are using because:
    1. they have fear,
    2. or no confidence in themselves,
    3. or do not believe you,
    4. or do not understand the program completely
  4. How do you know if it is real?  Stop and test it by asking questions about it immediately!  Don’t pass it up!  If you do, what will happen?  It will be the reason you don’t enroll them later.
    1. E.g. “I don’t know anybody!”  Test BQQ: “John, if I could show you a way where you could build your business w/o talking to any of your friends and family, would you be interested in seeing that?”

 

 

5 Steps for addressing objections:

 

  1. Stop.  Do not go any further in your discussion until you have addressed it.  If you do, they won’t hear anything else in your presentation! You don’t want it to be in the background.  When you go through the steps, you absolutely must be sincere.

 

  1. Buffer.  Get on the person’s side.  Take the pressure off of them. Make them comfortable that you heard them and are not going to force something down their throat.

 

    1. I can appreciate that…or   Welcome to the club….

 

    1. I wouldn’t want you to do something that would make you uncomfortable…. it is very possible this program may not be for you….

 

    1. Or, I can understand that, John.  I felt the same way before I looked at this in detail.  What I found is…..

 

3.  Isolate.  Make sure this is the only objection they have if it isn’t, isolate again.

 

    1. Let me ask you this, is this the only thing that would stand in your way from moving forward….
    2. Let me ask you this, in addition to that, is there any other reason you would hesitate?

 

4.  Convert to a benefit using a Basic Qualifying Question formula.  This will enable you to open their mind and let them focus on your answer.

a.        John, if I could show you a way to….., and you felt fully satisfied and really good about the answer would you be interested in looking at it

b.       John, if I could show you a way to…., you felt fully satisfied and really good about the answer would you be interested in moving forward

c.        John, if I could show you a way to …., you felt fully satisfied and really good about the answer would that still be an issue

 

  1. Answer.  Lay out the facts only.  Do not be a salesman or phony.  Especially do not be pushy.  After each answer ask the question. 
    1. Did I answer your question to your satisfaction?
    2. Or Does that resolve your issue to your satisfaction?
    3. Or Do you feel comfortable with doing that?