Handle the 5 Most Common Sales Objections – Sales Techniques Words that Sell


Let’s talk about objections. What are
they? (Audience) “Required”. Required! Honestly that’s about the truth of it. They’ve had a lot of
statistical analysis about objections, and the bottom line about objections is,
if you’re not getting them forget it, it’s over. That’s it,
because objections tell you that they are actually hearing you, but they have
something that’s not jiving, something that’s not lining up, something that’s
not making sense to them, and they need more information or reassurance
emotionally, or something that’s going to help them move forward with you. If
they’re not interested in moving forward, they’re not going to care and they’re
not going to object to anything. So you don’t have to worry about it. So if
somebody phones you and you’re talking to them about your particular
business systems, and they just kind of go off to the left, or off to the right,
and you say this is what it’s all about, and there’s no objections and they kind
of go, “hmm, okay I’ll think about it”. Then you kind of wonder where you’re at right?
It’s better to have the objection where they go “yeah that’s really a lot of
money”, or “hey you know what? I’m going to check it out.. I’m going to
talk to my family.. I’ll talk to my wife.. talk to my husband..” or something along
that line. Objections are buying signals. Without them you don’t know where you’re at. Now you can do pre-closes. Pre- closes or pre-objection handling, means
that you’re going to handle the topics that are going to show up as objections
always show up. There’s those five typical categories that we actually have
involved in our business. You have to know how to respond to those particular
things for your business, and you’re going to have to expect those. Now
statistically speaking, you’re going to have to go through about four different
objections before they’re going to be really ready to purchase, at some level.
So you’re either going to do it as you’re coming through your process and
you’re going to handle that, or you’re going to actually do it all at the very
end. So what I have found over the course of time is that if you leave all the
objections to the very end, guess what happens? It’s really working hard, you
know, you really have to work hard and then you get the feeling like you’re
slamming them hard to get that sale in, right? The first one I want to give you
is that you’ve got to know that these are coming. The second point I want to
give you is there’s a great way to handle it. So if you’re in the process of
you’re, you know, you’re going through your client process and you notice an
objection coming out, let the client know that you heard them, acknowledge them.
“I understand exactly what you’re thinking about there. I can hear this is
put, you know, quite an investment rather than an expenditure. let me talk about
that a little bit more at the end.” It’s called deferral. Without getting
into a whole sophisticated way of practicing your objections, I want you to
defer that first objection. Why? Chances are it’s not coming back again. Seventy five percent of the time, three quarters of the time, you’re going to get
an objection. You going to go “yes I heard what you said there Shane. I could appreciate
where you’re coming from is. Is it okay if I handle that at the end of our
conversation?”, and Shane is going to go, “okay I’ve been heard. Sure yeah okay”..
Now will they bring it up occasionally? Yes, and then you’ll have to deal with it,
with integrity, but three quarters of them are going to disappear. Okay. Especially
if they’re not really the solid, or the real ones. Sometimes they throw out stuff
to see if you jump at it, or get you off guard, and so you got to know that the
really weak ones are going to disappear instantaneously. Now in your manual on
page. 12, you get the five most common objections. Value, timing, emotional
support, you know there’s going to be possibility of a delay (I need to sleep
on it), or not sure if I got the desire (.. for this.) So how do we get rid of
objections? We just defer them off, and that will get rid of a good portion of
them right on the spot, okay. And so if you’re getting one that keeps popping up,
know that you will be required to deal with that at some level, and that’s okay,
just help the client get the information they’re looking for.

18 thoughts on “Handle the 5 Most Common Sales Objections – Sales Techniques Words that Sell

  1. Interesting thoughts ColoPrePatchWork. We did research last year and found new information on how buyers buy and how to work with a clients emotion without sales objection techniques. By matching the buyer through the buying process, we can leave all of those old fashion tactics behind.

  2. This is a great sales training video. Excellent methods to overcome sales objections.

  3. I have some concerns of how effective this really works. If I'm a buyer and I ask a question that is important to me I expect an answer right away, if not, no matter what your telling me I'm sill thinking about my question. Maybe I need that question to be answered so I can better understand your benefits. I suggest you should answer that question short and simple and move on. Telling them that you will answer the question later and hoping they forget does not sound like an effective approach to me. I thinks it shows a lack of respect to the prospect and a dis service to your product and service, company and your presentation.

  4. I don't know why people have disliked this video, this is good stuff.  As Rich states, you want objections when selling, they're a good thing – if you know how to deal with them.

  5. Wow. Defer? Is that ethical? As a master salesman, let me share some info. I've made enough sales to know that if someone brought up an objection, I was celebrating that I made the sale. I always answered every objection concisely, directly and honestly. I've never had anyone back out at that point.

  6. great pointers here with regards to objections we have them all the time videos like this I always share within my organisation it makes for great drive to evolve together https://www.whoisvisiting.com/how-to-close-sales/ heres a great blog we did a while back that takes the sales process and breaks them down into 9 steps I think you guys here might enjoy it.

  7. I think I got what he's saying. The people paid money to ask him questions, and he just defer the question to the end. lol

  8. Rich, great job tackling the tough questions. In my book The Art of Making the Sale https://t.co/h5b83as4nT I go over the toughest objections my sales team encounters and give practical, actionable steps to take to overcome them. You're right that words are very important and can determine the value of a conversation. Awesome video!

  9. When someone wants to think about it,how can i convince them to take a decision on the spot?

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