“Always, always, always agree.”
-Grant Cardone
If you’ve ever been faced with an objection that you didn’t know how to handle, or even how to give a response of any kind, you’re not alone.
Objections are one of the most common reasons you might hate sales. And the lack of ability to properly handle objections is one of the main reasons you are aren’t closing as many deals as you could!
Just imagine how much confidence you would have every time you talked with a prospect knowing that you can handle absolutely anything they can throw at you, and still shut the deal down!
Well today, I’m going to give you the only objection handling structure that you’ll ever need! Here we go…
Step 1: Listen
Just like it sounds, your only job here is to listen for the objection. The trick is knowing that the same type of objection can be said using different words.
Step 2: Agree/Acknowledge
Always agree with what the customer THINKS, and acknowledge that you heard them and understand their concern.
Step 3: Isolate
This is what most salespeople don’t do! You want to isolate this objection, and make sure that there aren’t 5 more objections (real or fake) behind this one.
Step 4: Validate
Once you’ve isolated the main objection, you need to validate that it’s even a REAL objection, or maybe it’s not actually important enough to prevent them from buying your product.
Step 5: Probe/Close
If you’re dealing with a legitimate objection, your next step is to probe to gather more information about the prospect’s concern or situation.
If you aren’t dealing with a real objection after all, but just a complaint, then close the deal!
Putting It All Together
Prospect: “Your price is just too high. I can get a similar product from your competitor a lot cheaper.”
Step 1-2: “I agree you could get our competitor’s product at a cheaper price!”
Step 3: “Is the fact that our price is higher the only thing preventing you from moving forward with this deal today?”
Prospect: “Yeah that’s it, I guess.”
Step 4: “The fact that our price tag is higher wouldn’t prevent you from getting a product that is going to improve your situation, would it?”
Prospect: “Well yeah, I don’t want to overpay for the same thing.”
Step 5: “Got it! What makes you say you’re overpaying?”
Do you see how this works? You simply go through the steps to make sure you’re dealing with the one main objection, validating that it’s even a real objection and not just a complaint, and then probing for more information around WHY they have this specific concern.
Knowing this structure will make you want to start getting to objections early to you can handle them early. Or better yet, start bringing objections up yourself so you can handle them on YOUR terms (what professionals do)!
I hope this helps you make more sales to more happy customers!
-Jake Martincic
JakeMartincic.com 