Objections and Misunderstandings

Objections and Misunderstandings
By Sam Parker of Just Sell

"One of the best ways to persuade others is with your ears-- by listening to them." -- Dean Rusk, US Secretary of State (1909-1994), served under presidents Kennedy & Johnson

We've all been taught how to handle our most common objections or misunderstandings from prospects and customers but in some cases these "objection handlers" have a defensive or an offensive tone, especially when we're in the middle of a presentation (formal or informal). Nothing can send a presentation in the wrong direction more than a misunderstanding (small or large).

Over the coming weeks (or this weekend if you can), invest some time outside the money hours in examining your planned responses to your top three objections. If you don't have anything to examine, here is another idea.

Remove anything that could potentially be misinterpreted as defensive, manipulative or borderline sarcastic or in other words, leave slick and "cute" lines to your competition.

Show appreciation for the objections in a way that validates the prospect's concerns. Work through your responses with someone outside your sales & marketing department.

Get genuine feedback, make appropriate changes and practice the delivery of your responses until you have them as tight as your opening prospecting statements.

Selling is about helping your prospects and customers solve a problem, not about winning a court case.

Think non-abrasive. Think appreciation. Think validation. Then just sell.

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