Overcoming Objections

Objections are reasons prospects give you to not buy. They are not a bad thing, because very few people show up to buy, and when they give you objections they are showing you what would get in the way. The easiest way to overcome an objection is before they bring it up.

For instance, does the guy look like he can’t make a decision without his wife’s approval? Then compliment him first on his take-charge attitude. Then he can’t use his wife as an excuse because he’d be erasing your compliment.

When a prospect gives you an objection, you overcome it by hearing it positively.

         Objection: “This is too expensive.”
         Heard positively: “If it were more affordable I would buy.”
         Response: “So it’s all about the dollars and sense. If I could find something more affordable, would you be interested?”

         Objection: “This is too small.”
         Heard positively: “If it were larger I would buy.”
         Response: “If I could find something larger, would you be interested?”

         Objection: “I need to shop around first.”
         Heard positively: “I’m shopping right now.”
         Response: “Can I show you some of our competitors’ prices?”