3 Bullet-Proof Objection Handling Techniques | Sales Strategies

December 1, 2017

A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.

First, pause and give yourself some space. Take a break and count to three if you need to.

Acknowledge that your prospect has a right to object. Click To Tweet

Next, understand that your prospect has a right to ask questions about your work, process, or any materials that you present to them. The more you thank them for asking questions or acknowledge that they have the right to ask questions, the more open they are to dialogue. Acknowledgement statements include “Thanks for sharing that with me,”  “I appreciate your honesty,” and “You’re smart to think about that.”

Finally, tell a story to your prospects. Use an example of another customer’s success to handle the objection. Say something like, “Let me tell you about the ABC Corporation who felt the same way.”

To handle objections, you need to pause, acknowledge, and tell a story. You can even use the acronym PAT if that helps you remember. Remember that the story is the glue that holds your sales together because people will always care more about what your clients think of you.

P.S. Are you a speaker, trainer, consultant or small business owner? Don’t miss my upcoming limited-attendance event on creating never-ending value client relationships, presented along with Alan Weiss in Miami Beach! Learn more at: www.EngageSelling.com/grow

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7 responses to “3 Bullet-Proof Objection Handling Techniques | Sales Strategies”

  1. Jawad says:

    Awesome Colleen! It mates sense. Our clients are more open to communicate when we prove that we listen to them and recognise their concerns. So our mission at the end is simply to give them assurance that our solution works and has worked for other clients and it’ s less risky than they thought.
    Thank you

  2. Thank you once again for your inspiration and sharing. Merry Christmas and Happy New Year and keep up the good work.

  3. This is BRILLIANT! Thanks so much for the specificity about HOW to stay in conversation. So helpful.

  4. Mike Lawrence says:

    Simple and effective. Thanks! and Merry Christmas

  5. Alida Thomson says:

    My dificulty are with those that do not respond to quoations….or….those that just cannot seem to make up their minds??!

  6. Gay Thomson says:

    Great advice Colleen, especially regarding story telling! Thank you and Merry Christmas.

  7. Don’t send a quote until you have a fixed firm date for a follow-up. Or, only present your quote in a meeting or call. I am not a fan of emailing quotes to clients….for the exact reason you specify.

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