How many times has this happened to you? You are presenting your products or services to someone, he or she brings up an objection, and you come up with the perfect rebuttal…one minute after the exchange is over. Yes, on the way out the door, you think of a million things you should have said or done to handle the objections you faced.
Now you can learn a mindset and process that is the key to handling objections as they arise. When you properly handle objections, you will persuade your way to increased profits.
First of all, develop an attitude that says, “I don’t expect or fear the word no.” If you expect a ‘no’, you will most likely get one. Your body language and thoughts will line up with the answer you anticipate. And if you do get a ‘no’, don’t let it scare you. Think of it as a signal telling you which way to proceed, not as a dead end sign. It just means you need to find out why they said no, and address their concerns.
Use this three step process to handle rejection. First validate the person’s objection. You put the person at ease and off the offensive when you validate his objection. Say things like: “I am glad you brought that up”, “I understand”, “That’s a good point”, or “I thought the same thing too.”
Step two is investigation. Find out exactly what the objection is. No could mean, this particular time isn’t good. It may mean I don’t have the money right now, but I could make payments. Whatever it is, find out. Think of yourself as a consultant who will identify and solve the underlying problem. The questions you ask should get at the root of the matter. Listen sincerely to their answers because they will reveal what is most important to your prospects.
Step three is to neutralize the objection. Take what you have learned about the nature of their objection, and their area of greatest interest, and show them how your product or idea will help them achieve their goals. For example, if the essence of the person’s objection is a lack of money, you could respond with this: “That is exactly why you need to put this to use. It will decrease your expenses enough to pay for itself in two months. After that, it’s like putting money in your pocket each month.”
Now take on this fearless mindset and use these three steps to deal with objection in your business. When you reverse objections to help people get what they want, you will find that you will get what you want.
Source: http://www.ArticlePros.com/author.php?Dawn Daniels
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