The Biggest Mistake Sales People Make!

One of my favorite sessions when training sales teams is, “How to Handle Objections”.

I’ve lost count of how many breakthroughs I have seen during this session! Plus, I love hearing the feedback from the team when they see a massive improvement in their results just by applying, The 10 Step Objection Turnaround™.

Objections are seen by many as a barrier to closing a deal. Whereas with a small amount of the right training, it becomes very clear that objections are actually your friend! If you know how to handle them, they really provide you with the strongest opportunity to close the deal!

Here’s the thing:

Because many sales people see an objection as a barrier, they naturally “fight” an objection with a view to pushing the objection down or out of the way with force! Unfortunately, this is the WORST THING you can do!

WHY?

Because as human beings we naturally “push back” when someone applies pressure on us!

Try this now,

Put both your hands together in front of you and apply as much pressure on your left hand from your right hand...Now push really hard with your right hand, I mean really hard!

Are you doing it? Push as hard as you can, keep pushing!

What do you notice?

Does your left hand naturally resist your right hand and your hands remain centered in front of your body?

My bet is, yes... that’s interesting...because I never said for your left hand to push back!

So what’s the point?

The point is, you will naturally push back if someone applies a force to you and the harder the force, the more you will push back to resist it!

It’s the same with objections!

If you try to push against an objection or try to quash it, the other person will naturally push back and the more you push, the more they will push back! If you keep pushing, the discussion ends up becoming heated and becomes about who is going to, “win” as opposed to, is this deal right for your client?!

If you do this, you will stack the odds against yourself closing a deal!

So what should you do?

Step 2 of The 10 Step Objection Turnaround™ is: Hear Them Out.

Let your client speak, and let them get it all out and off their chest until they run out of steam! This will give you two things,

• It will give you a window into your client’s mind with what’s holding them back

• Many times they will also talk themselves out of the objection!

So next time you meet an objection, DON’T FIGHT IT!

Use Step 2 of The 10 Step Objection Turnaround™ and HEAR THEM OUT!

To your ultimate success,

Paul :)