Every sales trainer and their mother has a different way of handling customer objections.
It would seem as though all you have to do is use their amazing formula or word track and the customers will just become putty in your hands!
And speaking from experience…that can actually work. 🙂
However, what you need to know is that you can’t get passed every objection you hear. In fact, most objections cannot be overcome at all no matter what you say back!
I think this is extremely important to understand because often times you can wonder why that word track isn’t working, and it leaves you feeling like everyone is having success except for you.
That’s the furthest thing from the truth!
What’s The Real Goal
The actual goal when trying to handle objections is to uncover what the real concern is, and try to find a solution that would help the customer buy your product.
The goal is not actually sell everybody you say “Hi” to, as much as all salespeople would love that.
Why? Because that’s impossible. People look at different products and services to solve a problem, and they only exchange money for value if you can solve that problem(s).
If you can’t, there is no way the customer would buy your product! Make sense?
A Better Mindset
What you will want to focus on instead is to uncover the one main objection that is holding the customer back, and come up with a solution to it!
That’s literally all you’re doing when handling objections…providing a solution to the objection/concern.
That’s makes things a little easier, right?
This doesn’t mean that there is always a solution, so you shouldn’t feel like a failure if you still can’t close the deal.
But if you practice handling objections and role play (even with yourself), you are giving yourself the best possible chance to stay in the deal, find a solution and collect some commission!
Your next step is to find a sales trainer that can help you with a transparent, non-manipulative way of handling objections.
Suggestions:
- Grant Cardone
- Brad Lea
- Jordan Stupar
- Chris Voss
- Jake Martincic (me)
-Jake Martincic
JakeMartincic.com 