What if you didn’t actually have to “handle” objections?
What if objections weren’t even objections at all?
One of the biggest areas that salespeople struggle in is dealing with customer objections. Unless you know what you’re doing, objections are a sea of mystery.
But what if I told you that you don’t have to actually handle objections (like you’ve been told)…
You would have more confidence in your sales interactions, close more deals and make more money!
I’m pretty sure if you’re in sales, you’re kinda interested in making more money, right? 🙂
Great! Then here’s what you need to know…
Most Objections Are Actually Complaints!
Curious how this could be possible? Maybe you’re thinking that this concept is total B.S. right now?
That’s completely understandable, and this is not something that I had heard before I started training with Grant Cardone, so you’re right to be skeptical.
The reality is that when you’re getting an objection, it’s actually better NOT to handle the “objection” until the buyer further validates it as an actual objection.
Your first reaction should be to agree with and acknowledge what the buyer says, and then keep moving along as if it were a mere complaint.
When you handle their “objection”, it BECOMES a real objection. But when you treat it as a complaint (still acknowledging what they said), you diffuse the so-called objection.
Making sense?
Here’s what I mean…
When someone tells you that your price is too high, is that an objection or complaint?
When someone tells you that your product is missing a certain feature, is that an objection or complaint?
When someone tells you they don’t like action movies, is that an objection or complaint?
As you can see, people love to complain. But just because someone doesn’t like action movies does not mean they won’t go see it, right?
Just because someone hates cold weather does not mean they will move out of New York, right?
Just because the price is higher than they’d like (when is it ever lower than we’d like…) does not mean they won’t buy your product anyway, right?
How to handle a complaint
As you’re drinking this all in and starting to see how this could actually be a true concept, your next thought was probably “Ok great, but how can I use this in the real world?”
I’m glad you asked! I won’t beat around the bush here, I’m just going to give you the exact verbiage to handle complaints.
Start thinking with the thought NO PROBLEM, DO IT ANYWAY…
- “Your price is way too high.”
- Response: “I agree, this price is definitely high!” …and then move on
- “Your product doesn’t have XYZ feature.”
- Response: “I agree, this is definitely missing that feature!” …and then move on
- “I’m not interested.”
- Response: “Of course you’re not interested yet!” …and move on
As you can see, you’re basically just handling these “objections” as statements that don’t require a solution.
You can even have some fun and respond with “No problem. That won’t keep us from doing business.”
“Is that all for objections?”
That would be really nice, wouldn’t it?
However, the objections rabbit hole goes SUPER DEEP once you start really getting into what the buyer actually means when they say the price is too high (among other things).
As an example, when they say the price is too high, are they really saying:
- I can’t afford it
- The price is too high for THAT product
- You haven’t solved my problem
- I don’t have the money today, but I will in 2 weeks
- Your competitor offers something perceived as similar for less money
Are you picking up what I’m putting down here? There are consistent ways to peel back this onion, and you’ll need to learn the buyer better to understand what their really saying.
Sit down, write out the common objections that you’re hearing and find a way to handle them as complaints. That will make you a professional!
-Jake Martincic
P.S. If you want to fully understand the buyer’s psychology and what these objections really mean, go to my home page and request information on Cardone University now!
Grant gives you over 300+ segments on handling every possible objection you will ever hear! This is how to become a master salesperson, and will immediately help you close more deals and make more money!
JakeMartincic.com 