Sales Coaching: The Secret Sauce to Overcome Objections
My goal with my coaching programs is to get YOU comfortable with YOUR sales process. I want to help you sell yourself and your services using your authentic voice. There is no need to be pushy or slippery, you just communicate with your prospect about why you are the one they need to do business with.
Another goal I have is to provide you with the best, free training on the planet to help you ignite your life, your business and your dreams. And I promise this free training provides tangible and applicable advice. So one of the first lessons I want to talk to you about is how to overcome objections without being pushy.
Objections are a gift, so embrace them!
It is true that objections frustrate the heck out of most of us, right? We take them personally, they make us cranky, and they sap us of our time and energy. But the truth is, when a prospect gives you an objection, it just means she doesn’t have all the information she needs to make an informed decision. So you know what you need to do? Let them know you understand where they are coming from, and ask more questions to get clarification.
By doing this, you are showing them empathy and creating trust. People like to work with people they trust.
Don’t hide from the objection.
Let your prospect know that you understand she has objections and that you want to really understand where she is coming from. Continue to ask questions in a genuine way to fully appreciate her situation. Once there, confirm her objections by restating them to her. That’s right, tell her exactly what she told you.
When you have reached this point, you get to establish yourself as the expert. Indicate to her how you can help solve some of her problems. Let her know how you plan to address those issues.
Make sure your prospect is with you.
It’s always a good idea to check for impact. What I mean by that is, after you restate her objections and establish yourself as the one who can solve her problems, ask her how she feels about it. This will tell you whether the two of you are on the same page or not.
Sometimes you are, but sometimes you are not. And if you are not, that is OK. There are times when your prospect just won’t be ready to pull the trigger at that point. That’s fine; don’t let that frustrate you. I have a system to help you deal with that coming up in another post. So don’t fret when that happens. That’s just one more person for you to happily follow up with.
But, when you and your prospect are on the same page after you check for impact, that is the time to ask for the business. And no, you don’t have to do this in an icky way.
This process works. I’ve been using it for years, first when I sold lumber, then when I was a top-performing pharmaceutical rep. And now I am using it in my online business. And you can use it too.
It is my sincere desire to provide the best free training on the planet to ignite your business, life, and dreams. All I ask in return is that you share the love with someone who could use some fuel!
