In Today’s podcast we are going to explore the process for handling objections. If you are new: You probably hate the word objection.  How do I know? I used to hate objections!  But now I am not only no longer afraid of objections, I actually push my potential clients to objections I know I can overcome. Why did this change for me? I learned the following:

Objection Handling Process

• Hear it out completely.
  • Often the true objection is in the last few words or last few sentences.
  • Don’t be rude.
• Feed it back:
  • Sounds stupid but it isn’t I promise.
  • Builds trust because it shows you are listening.
• Agree:
  • They are expecting you to argue and they have no idea what to do with this.
  • It gets them off-center.
  • In my eBook Disturbing Questions I talk about how we must get the Decision Maker off-center!
• Circle the wagons:
  • Other than that…
  • Is there anything else that you are concerned about…
  • You must overcome all objections, spoken or not…
  • Go Fish!
• Answer it:
  • This podcast isn’t about the “answers.”  Hopefully, your carrier has given you great answers.
  • They just don’t usually teach you this type of process.
  • You must have 2-3 answers for every objection you get.
  • There are usually only 6-7 objections you get over and over again.
• Transitional statement:
  • Oh by the way….
  • Almost unrelated subject
  • Takes the pressure off temporarily.
• Re-Close:
  • Critical!!!!  If you don’t re-close you won’t get anywhere.
  • Keep pushing here!!!
  • Use alternate of choice: “Is this something that you feel would be best communicated in a group meeting or would you prefer to have us meet with your employees one-on-one to educate them?”

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