Overcoming objections

- Objections are always one of two things. Firstly, a fake reason to politely get rid of you, or secondly, a genuine problem that you can either overcome, or it means you can cross them off your list entirely. If it's the first one, it's not a personal attack or saying you're not doing your job well enough. They're just a defensive knee-jerk reaction to avoiding having to make a decision or having to say no to someone. People are usually busy or panic or just don't like change. So they don't want to think about it. And if it's the second, then remember no's are okay. Some people just don't want or need your product. And that's fine. This is a numbers game. So qualify them out and move on to the next but make sure firstly, you're qualifying them properly. That is to fully understand their budget timeline needs and if they are the decision maker, and if not, who is? And secondly, you understand what the real objection is. That's usually simply by asking why they think what they do. Why is it not the right time? Or why can you not discuss that right now? Or why do you not want it? Now, if you are coming up against a genuine objection, and remember, there are four categories of objection, time, money, authority, and effort. Time is saying they don't have enough time to undertake what you're asking of them. I don't have time right now. Or, can you email me instead? Or, can you call back the next week, and so on. The way to get around this objection is to either make it easy for them and take away the time element, or to challenge the time objection and find out when it would be a better time to talk. Money is saying the cost is too high, I can't afford it. We don't have the budget. That's too expensive, and so on. The way to get around this objection is to either challenge as to why they think it's too expensive and then show more value to make the cost worth the benefits or to find out a way to make your product fit their budget. Be that away you structure the cost or to offer a cheaper alternative. Authority is saying that it's not their decision. You need to speak to my boss. That's not my job. I can't make that decision, and so on. The best way past this objection is either to find out who the decision maker is and then speak to them instead, or to help them sell it to their decision maker by arming them as your champion. And then finally effort is saying that it's too much work to implement your product or service. That would take too long. We don't have the capacity for that. I can't give you the thought right now, and so on The way to overcome this objection is to either challenge why they think it'd be too much work and argue the value would exceed the effort involved or remove as many friction points as you can making the effort as minimal as possible and removing that pain. So objections can often seem daunting and infallible but they can be overcome. Fake objections are not a personal attack. They're, the prospect's defense mechanism and it's down to you to either work out what the real objection is or to find a better time to talk. So don't fear them or let them get you down. Use them to find proper solutions to their problems or to simply cross another person off your list.