How do you deal with objections? Or better yet, how do you obliterate objections?
This is one of my favorite topics when it comes to sales. Why? Because I found that most people get very nervous or worried when an objection to their product or service is mentioned. And it doesn’t matter how good your product is or how fantastic your service is, there are still people who are going to object to it.
In this episode, I would like to share how to obliterate objections like a ninja. And the reason why I’ve called it obliterating objections is that I see lots of people talking about dealing with objections, but what I want to do is remove that objection so that you never have to think about it again.
Join me as we look into objections from a different perspective and help people to understand how they can turn those objections into strength.
Why Objections Should Be Nothing To Be Afraid Of
When someone is trying to sell us something and we aren’t interested, we tend to get rid of them very quickly and we don’t spend much time listening to what they’re saying. Therefore we don’t give them any specific objections.
Hence, when someone gives an objection, it’s based on what you’ve been discussing at the end of a conversation or the end of a specific topic. It may signify that could be interested, but just not convinced at that specific time.
In my opinion, an objection is an explicit expression by the buyer that there is a gap between the current situation and what needs to be discussed and certified before they get to the ideal situation, which makes them buy from you.
And what you have to do, is discuss some things and get them there. It’s a clear signal that you have more work to do in the selling process now because, at that stage, you haven’t made your value proposition to the buyer as powerfully or as effectively as it is required.
For me, an objection is an exciting opportunity. All you have to do is find the right situation and bridge the gap by discussing things with them that would convince them to buy from you.
Raising Objections Lead To Sales
Rarely, does anyone purchase a high-value item without asking questions. Even if you’ve done loads of research on something expensive, you’re still going to ask questions. Especially asking internal questions, such as, am I making the right decision?
And this is evidenced by the fact that statistics show that those that end in a sale have 58% more objections than those presentations that are unsuccessful. According to a CPA report on handling objections, most qualified prospects raise no objections to a proposal in which they have no interest.
The majority of people who raise objections when you’ve got a qualified lead, it leads to a sale. Think about that when you’re worried about objections.
Different Methods Of Overcoming Objections
Number one, listen to what the customer is saying. Number two, understand what the customer means before you start to respond. And number three, once you’ve clarified with the customer that you have a common understanding then you respond. And that response is about the obliteration of objections.
if you do these three things, which is the key thing in objection or obliterating objections. This would allow you to ensure that there’s no longer a gap between the current state and then the ideal state of them buying from you.
Another method of dealing with objections is the AMOA system. It stands for Acknowledging the objection, Making the objection specific, Overcoming it, and gaining Agreement before you move on. And I love it because I’ve had it for a long period.
I also came across The Three F method, which means feel, felt, and found. Feel is about empathy. Felt is talking about not being alone because others are with you. And found if effectively the conclusion of the solution. And remember that this can’t be robotic, it’s a formula, and you need to frame it in your own words.
These are just a few tips on the different ways to handle objections. In addition, based on my experience in sales and my love of objections, I decided to create my method, a simple pneumonic which I call SMASH.
S stands for silence. You need to be silent to listen, be quiet, and let the customer talk.
Don’t jump in and don’t assume. Once they’re finished talking, move on to the next step, which is M, make specific. You want to ensure that you understand the objection. So let’s just remember you’re silent, you’re listening, you’re then making specific. And then you move on to the A, which is answering the objection with an effective solution. The second S is getting signed off. That is removing the gap as I have previously discussed. This is the whole point of trying to obliterate objections and also to remove that fear that people have when an objection
is raised. And the last letter of the pneumonic is H for help. And it’s something that I believe is critical in obliterating objections, but I don’t think many people consider it.
Trust The Process
Those are the different methods of obliterating objections. And whether it’s the AMOA system, The Three F method, or whether it’s my specific SMASH method, you will find that if you follow the process and do more investigation and more work into how you obliterate objections, you’ll all of a sudden find that when you go into a sales call and objections are thrown at you, you welcome them.
Start looking at objections positively, follow any of the methods, and surely sales will follow.