Are you hearing objections? Of course you are. So, let’s be real, everyone hears them regardless of how successful their business becomes. In fact, the most successful people are the ones who’ve received the most “no’s.”
One of the differences between those who are successful and those who aren’t is that they’ve made it a priority to improve in their ability to overcome objections. You do this by practicing and trying to overcome objections as you get them, not stopping when someone says “no.”
The How to Overcome Objections document is a great resource to learn how to overcome common objections, complete with scripts to help you get started.
The video on “Overcoming Objections like a Pro” will also give you some great ideas.
￼￼￼If you get objections, it doesn’t mean you’re doing something wrong. It just means that the person you’re talking to doesn’t have enough information yet to make a positive decision. Look at getting an objection like just getting more information from the person that you can use to help them eventually make a positive decision.
So, when you get an objection, stay positive! Be bold and ask them open-ended questions instead of questions with one-word answers like yes, no, maybe, fine. Get them talking about their objection and show a sincere interest in helping them overcome it.
“What are the things you DO like about it?”
“In what ways COULD it be a positive thing in your life?” “That’s interesting, can you share more with me why you have that concern?”