1. MAINTAINING CONTROL DURING PRESENTATION

Q: I have a phobia about objections raised by prospects in the middle of a sales conversation. When this happens, my composure gets knocked off and this leads to anxiety, stress and many accompanying adverse symptoms. I start to become defensive and argue with them.

This is the toughest part of selling for me, which is badly affecting my performance. What can I do to overcome this? Stressed Up A key reason when you feel this way about objection is that the prospect is showing disagreement or is criticising your products or services. Seen in this perspective it is obvious that you take a defensive stand against them. But when you reframe and look at it as an opportunity to explain in a better way or to know their real reason for hesitating on their purchase, you will take objections more positively.

Bottom Line:

I like to share with you the steps that I will take when handling objections.

The first step is to paraphrase with a question on what they are saying; for instance, “Do you feel it’s expensive or is it because your budget is tight?” Or “You are wondering whether you can get much from our products. Is that right?”

Stating it this way has a calming effect on the prospect and this keeps the rapport going between the both of you.

The next step is to ask for their reason, such as “Obviously you have a reason for it. If you don’t mind, can I ask you what the reason is?”

After they give you the reason, you discern for the real reason with your next question, such as, “Supposing for the moment, the price is not an issue, do you feel that this product is good for you?” The real answer that you uncover from the prospect with this question will then allow you to co-create with him for a way out of his objection.

Using these steps will protect the relationship, enhance it and give you the opportunity to resolve it with the prospect’s cooperation. Try this, and I’m sure you will see better days in handling objections.

Powerful Questions:

In most cases, how do you handle objections from your prospects?

• How do you perceive the prospects when they object?

• How do they normally respond to you?

• What can you do now to get better response from them?