You can’t increase sales and become the best at what you do without strong objection handling skills. To increase sales you must view objection handling as working in harmony with your prospect to find a solution to their problem. Next, you must create your objection handling scriptbook. Your objection handling scriptbook will help you increase sales by having your best responses to the common objections in your industry in writing in one place. (For other posts on these topics go HERE or HERE)
When you ask for the order at the end of your sales presentation your prospect is going to do one of 3 things.
- Say “yes” and buy
- Say “no” and move on
- Raise an objection or concern
Please Note: NEVER say the word “objection” to a prospect. That is a word people in sales use. Use the word “concern” when you are handling objections with your prospect.
Now I’m going to share with you the 5 best objection handling techniques ever. These help you with increasing your sales because they can be used with almost any objection. They are also easy to remember so you can start using them right away.
5 Objection Handling Techniques to Increase Sales
Handle an objection with a story: The reason why stories are so persuasive is your prospect forgets they are in a sales presentation. Just like having fun makes us not notice time going by, stories also makes the clock seem to stop in the mind of your prospect. Identify TRUE stories that address the objection. One way to start off a story is by saying “that reminds me of a story of a client who was in a similar situation. Let me share with you what they did” and then end the story by saying something like “I believe you can enjoy a similar benefit. How do you feel about moving forward?”
Take Their Temperature: Whatever objection they say respond with “(objection) aside, On a scale of 1-10 with1 being not interested and 10 being lets get started now, How motivated are you to move forward? (if they say 6 or lower say) What would have to happen to make that 6 a 10 just in terms of your motivation?” This helps you avoid wasting your time following up with people who are not interested.
“I’ll be honest with you” technique: A lot of times your prospect doesn’t tell you their true objection. This technique helps encourage them to share their real concern. Here is an example:
Objection: I don’t have the money
Response: “So what you are saying is that you don’t have the money correct? (let them respond) Other than the money I’m sure you have some other concerns. Do you mind sharing those other concerns with me?” This will cause your prospect to confess to you what the real objection is.
Put the Objection in “Solitary Confinement”: Many times the prospect says an objection but it isn’t the real one. You can use this technique for just about any objection.
Example: Objection: The price is too high
Response: Other than the price is there anything else preventing you from moving forward?
Question: A great way to handle an objection is with a question.
Example: Objection: The price is too high.
Response: Compared to what?
Response: How much too much is it?
This keeps the conversation going and gives you more information from your prospect to help you build more value in their mind.
*Bonus Technique* Get Curious: You can use this on any objection. They say the objection and all you say is “Tell me more about that” and be silent. They will give you more information. It will give you more time to think if you need it.
Objection Handling & A Hot Potato
Objection handling is like playing a game of hot potato. There are 2 ways you can respond when they say an objection. First, you can answer the objection with a response from above. The second way is to answer with one of the responses above and then ask for the order.
Now go take this valuable information and take the following actions to increase sales.
- Create your objection handling scriptbook.
- Put the common objections you face in your industry on its own page in your book.
- Put the best responses for each objection on that page using the above techniques and any other responses you like. Your goal is to have 10 responses to each objection.
Master Sales Coach
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