Sales objections occur when the prospect either isn’t convinced yet or is simply testing you. It is one of the toughest obstacles that a salesperson can face. Especially, over the phone.
Every experienced salesperson knows that sales objections are a recurrent theme. And not handling them correctly will result in your prospects not buying your product or service.
But learning how to deal with sales objections, and knowing how to overcome them will be your stepping stone to a successful career in sales.
So, in order to overcome objections, the first step you need to master is keeping your prospects on the phone longer. By default, if they are on the phone longer, you have a higher chance of closing that sale.
If you feel that you’re struggling with keeping prospects and clients on the phone longer, or that you are rushing to get your point across and the prospects are, desperately, just trying to hang up, you can apply this simple yet very effective 3-step method.
But before we start and If you’re familiar with me, either directly, through my YouTube Channel or the Courses I teach, you’ll know that I will always give you the psychology behind the techniques.
So, let me give you this simple method and why it works so well.
Try This 1-2-3 Method
1. Say their name.
Just their first name…and say it calmly.
People love hearing their name. In fact, their first name is their favorite work (more on that subject later). When you simply say their name, it brings them in closer. It’s that simple.
2. Take a deep breath.
Count two seconds.
Then speak in a highly confident tone.
But a bit slower than before.
Because, if you are struggling to keep prospects on the phone, then your tone will usually go to a higher pitch and you will naturally speed up your dialogue.
These 2 phone traits signify to a prospect that you are desperate and vulnerable. Which puts the prospect in a power position. This, usually, makes them want to get off the call even faster.
So, by taking that deep breath, 2 seconds of silence and then speaking slowly and with confidence, you can very quickly shift the power dynamic.
3. Flip it.
Put what you were about to say into question form.
When you ask the prospect a question rather than telling them the answer, it allows them to come up with the answer on their own.
In My Courses, one of the biggest recommendations I give you, is to ask more questions so that the prospect, actually, feels that they came up with the answer themselves. In which case, they are much more likely to agree and move forward with your request. Which they think is their idea originally…but that’s totally fine.
So, try it out!
Do this on your next 100 phone calls with prospects.
Doing this just a few times is pointless. For anything to be effective, you need to do it consistently and for an extended period of time. Besides, in the beginning, you will, probably, mess up a lot anyway.
That’s OK. It’s expected and it’s perfectly natural. That’s, exactly, why you need to keep doing it. So you can master it.
