Handling objections in networking is one of the biggest stumbling blocks to effective teamwork. Many people complain that they don’t know how to handle these obstacles, or that they can’t get past them. In this article we will discuss four steps you can take to make sure you never run into them again. These steps will help you overcome your objections quicker than ever before.
STEP ONE: CRAFTY THINKING. The first, and probably the most important, step involved in handling objections is to creatively clarify your objection. Don’t be fooled by what seems like a simple step to define. Sometimes, the underlying issue is not what the person is disagreeing with you on, but how you word your responses. Clarifying your objection and then framing it in a way that will make it clear to them why you are disagreeing is a great way to begin a dialogue.
The second step involved in handling objections is to simply disagree with them. You may find yourself saying something like “Your argument is completely invalid”, to which the person will immediately counter with “I know that point”. This simply disagreeing with them bit helps you put your argument into perspective, gives them an alternative viewpoint, and shows them that you understand where they are coming from. simply disagreeing with them agreeing with them disagreeing with them and also agreeing with them (also possible) reframing the conversation (also possible) making concessions and compromises (also possible) using the other person as a stepping stone to move ahead without them (also possible) There are so many permutations and combinations that it’s impossible to give you a complete list of possible ways to use people as leverage.
One thing I’ve found that helps me get through the more difficult objections is repeating back to the person what they told me during the initial part of the conversation. For instance, when I’m arguing with someone about a point or issue, I will tell someone that their argument makes no sense. Then I’ll explain why their point is wrong and how the real issue here is not about whether or not they have a right to do something. This simply disagreeing with them bit helps me make sure that they see that they have actually been mistaken and that what they said doesn’t make any sense.
So how do you engage in active listening when you’re dealing with objections? Well, there are some techniques that I use to help me make sure that I get the most out of my discussions with my prospects or competitors. One of the most powerful things that you can do when you’re engaging in active listening is actually replaying what they said to you during the conversation. I’ve found that if I replay the parts of the conversation where they gave me their objection or challenge, that it really strengthens my case. For instance, if a prospect said that their competitor’s sales strategy makes no sense to me, I might re-phrase the question or come up with my own version of the sales strategy in my own words.
Another powerful technique for handling objections is for me to give reasons why my answer is better than their objection. I will repeat back to the person why your answer is better than their objection, and then I will usually back up my claim with a real objection or an explanation as to why my answer is better. Sometimes people feel like I’m giving excuses, but it’s important to always tell someone why their objection makes no sense at all. This gives them a chance to look at their own arguments against the objection and to decide if they really do have a case against my position.
The last technique that I use in handling objections is to use the salesperson’s bonding process. This is where I take one of their objections and I try to totally turn them around. Sometimes I can get so good at this that I can even convince the objection itself into being a good point for their position. It’s all about knowing your stuff and being able to apply it. Sometimes the salesperson will be able to see where you’re coming from and this can help you tremendously in your sales career.
One last technique for handling sales objections is to follow-up on every objection with at least two follow-up questions. These follow-up questions are intended to give the prospect more information and justify their initial objection. Sometimes the prospect may not have the answer to their problem right away, but the follow-up questions will allow you to keep them on track and provide them with additional information as they continue on their journey with you. For instance, if the prospect said that their negative response to your offer was because they were not ready to buy at that particular time, but now after you’ve followed up with them several times you’ve shown them that they are indeed ready to buy, then you could ask them to join a training course that would prepare them for making a purchase of their own at a later date. This is also a great way to help them overcome a previous objection.
