Unchained Confidence & Sales Objection Handling

A sales call really starts when objections begin to surface. Before then, it’s just exploration … you are gauging if this is a potential client and they are evaluating your solution. Until that point, the conversation is usually pleasant and even exciting. And oftentimes, as salespeople are minds are jumping to  “this is going really well! I am going to get a sale.” So when an objection comes up, it’s like someone put a slow leak in a balloon… and you can hear the deflation starting.

But … what if we reframe objections? What if instead of “They don’t like my solution” … or worse “They don’t like me” to “They are asking questions! They are interested!” Both could be equally true … but how you respond will be different. That’s the mindset of someone with Unchained Confidence. Let’s explore ….

The Nature of Sales Objections:

First, understand that objections are not outright rejections. They are, in fact, a sign of interest. The prospect is engaged enough to seek clarification or express concerns, and this is where the magic happens. Your response to these objections can either make or break the deal.

Unearthing the Opportunity:

1. Building Trust: Every objection gives you a chance to demonstrate your credibility. Addressing concerns with honesty and understanding shows that you value the prospect’s perspective, thereby building trust.

2. Gaining Insight: Objections are often rooted in something deeper – a need or a pain point that hasn’t been addressed. They offer you a glimpse into the prospect’s priorities and how your product or service can align with them.

3. Refining Your Pitch: Regular objections can provide valuable feedback on your sales approach. They help you understand which aspects of your product need clearer communication or a stronger emphasis.

Strategies to Turn Objections into Opportunities:

1. Embrace, Don’t Evade: Welcome objections with open arms. An evasive response can raise red flags for the prospect as if you were trying to hide something. Instead, acknowledge their concerns genuinely and respond to them honestly and openly.

2. Understand Then Respond: Practice active listening. Ensure you fully understand the objection before you respond. Sometimes, the real objection is not immediately apparent. How many times have I heard “it’s too expensive” when the real objection was “will it work for me?” You’ve got to listen carefully…

3. Educate, Don’t Argue: Use objections as opportunities to educate the prospect about your product. This doesn’t mean being pushy; it means providing value that speaks directly to their concerns.

Unchained Confidence is Key:

Your confidence in handling objections is crucial. It’s not just about knowing your product; it’s about believing in its value and its fit for the customer. Unchained Confidence can’t be faked; it’s built through mindset, knowledge, experience, and genuine belief in what you’re selling.

So next time you face an objection, view it as a stepping stone, not a stumbling block. These interactions are invaluable for building relationships, gaining insights, and ultimately, for closing more deals.

Remember, every objection hides an opportunity. It’s up to you to unveil it.