Celebrate your Prospect’s Objections

Celebrate an objection? 

Be happy when a prospect effectively tells us NO?

What am I, crazy, telling you such a thing? Why would I encourage you to celebrate a loss?

Because when a prospect hands you an objection,  it’s not a loss. It’s an opportunity – and the more opportunities we have, the higher our close rate.

Welcome objections. Understand that they help us go deeper and learn more about our prospects, and our ability to communicate the value of our product or service.

When you’re faced with an objection, write it down. Reflect, in your private time, on how you feel when that objection comes up. Does it make you feel tall or small? Does it fill you with power, or deflate you like a thorn on a balloon?

This is the “meaty” stuff of sales, the place where we grow internally as a result of our external experiences. This is why Blair Singer calls sales “the best personal growth process in the world.”

Just for Today:

Write down every objection you hear today. Reflect, in your private time, on how you feel when those objections comes up. Does they make you feel tall or small? Do they fill you with power, or deflate you like a thorn on a balloon?

What can you work out in terms of a viable verbal response to the objection? Start with open-ended questions.

What can you do, right now, to change your internal response to one of celebration for new awareness and understanding?

♦    ♦    ♦ 

Want to know more? Attend a SalesPartners Troy class as our guest – we guarantee you’ll be energized by the classroom experience, and enthused about putting your new skills to work!  Contact us by email for upcoming dates, or call 248-230-9569.

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This entry was posted in Handling Objections, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, Uncategorized and tagged , , , , , , , . Bookmark the permalink.

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