Inoculating Against Objections
Kenrick Cleveland
We all had them as children -- those painful shots that prevented all sorts of nasty diseases. Now that we're grown ups, we know why we needed them, but when we were little kids, it didn't make any difference because the only thing we understood was that they hurt and left us sort.
There's a completely painless inoculation that could result in skyrocketing sales. This inoculation I'm going to tell you about a technique that you can use to short circuit sales objections.
The first thing you'll want to do here is come up with a list of the top three objections that you get as it relates to your business. "It's too expensive", "I have to talk it over with my partner/husband/wife/children", "I can find a better deal on the internet", et cetera. These are popular objections, somewhat generic, and just for purpose of example, so think on this and come up with your own top three. What is it about your presentation that is causing you to continually get the same objections over and over? Many of my students tell me they go through patches of time when one objection will repeat itself with each new prospect and then just as suddenly as it started, it will stop. I suggest that it is something that you are doing to attract this same objection, whether it be something in the tone of your voice or a phrase that you have been repeating, and most probably, it's a result of some pattern you've created in your own mind that attracts the same response over and over.
So today is your lucky day because you have the opportunity to understand how to stop objections before they're even brought up. Eliciting criteria is the most important aspect in the process as you must have your prospect's values foremost in your mind for this strategy to work.
Now, say you keep getting the objection, 'I'm not sure if I really need your services' over and over. If you know that is a common objection for you to get, you should be the first to bring up the objection and do it right at the beginning of your presentation before it's even formed in their mind.
'Look, one of the things I hear on occasion is people telling me, I'm not sure if I need your services. And let me tell you what I've said to them. . . '
You're not allowing their objection to build up in their heads to something that's set in stone. It's a tiny molehill and not a mountain.
This has the benefit of saving you time. How? Well, what if your prospect has an objection that you can't overcome. This is information I want to know right up front. Instead of putting a lot of time and energy into something that definitely will not pan out, you can move on to the next prospect.
This is why I'm constantly asking someone in the presentation 'are you with me? Do you understand?' because if they're not, I want an indication that they're not so I can immediately try to do something different.
Kenrick Cleveland teaches strategies to earn the business of wealthy prospects using http://www.maxpersuasion.com/ persuasion. He runs public and private seminars and offers home study courses and coaching programs in http://www.maxpersuasion.com/ persuasion strategies.
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