3 Objections in The Sales Process
If we cannot deal with objections we will struggle in business. This does not matter how great our product or service is.
I know for a lot of people, myself included, this area of business at the start can be an uncomfortable area. Dealing with objections for many can build up high levels of anxiety.
This can really put our business on hold!
However, when we are selling the right product or service to the right person, selling is actually healing, as I was reminded of this at a recent workshop.
Whether it’s in my mastermind group, workshops or one on one coaching sessions. The aim is always to get the person more confident in growing a successful business. They are talented, they have a great philosophy, they have a great skillset but they are uncomfortable around the sales process.
Frightening facts from the Australian Bureau of Statistics state, more than 60% of small businesses stop their operation within the first three years of their startup journey. I wonder how much of this was due to poor sales skills?
Let’s dive a little deeper:
What we are really working on here? is our self-worth and building the value in what we bring to the market.
When we bring integrity into the sales process and we build our self-worth. This becomes a beautiful thing. You do not need money to build a great business you need courage! Especially when dealing with objections!
These 3 objections in business and how to deal with them will definitely get you to start feeling more comfortable in the sales process (if practised regularly)
I need to talk to my partner, manager or business associates! The key here is to find this out in the research leading up to the meeting, you want to find out if they are the main decision-maker. But if you have not done this, say great that is really important you speak to your partner, now let’s book in a date I can talk to both of you. This is critical because the other decision-makers have not had the chance to build up any trust with you. So, they cannot see the value in what you bring to solving their issues.
I have not got the money! We can get this quite a lot in business. If you hear that in the sales process it means they have not seen the value in what you do. This comes down to building the value in what you do and how it will make a massive difference in their life, especially if you are selling a high-end product. Someone in a recent workshop I ran wanted to work with me, but, they were really hesitant in the sales process to commit. However, when they saw the value of working with me over not working with me, asking for the purchase to go ahead was really simple. We are turning that hesitancy to excitement in using your product or service. And remember once they have committed, give them more value straight after as well. It really leaves the customer feeling good about the new relationship formed.
I need to think about it! If they need to think about it, like number two we have not dealt with one of their doubts, so it is very important you ask: I’m curious, what is it you really need to think about? This will help you dive deeper into what is going on for the potential customer. We want to come from a heart space, we want to be there for the customer because they are in pain of some sort. We want to hold their hand through the whole process. Now when we really get good at this and there is lots of integrity. What happens is our conversion rates go up and our cash flow improves.
I am going to let you into a little secret! 9/10 it never has to come to the point where we deal with objections. Why? because we put them to bed earlier in the sales process.
I call this ‘The Confidence Phase’ in building a relationship. But practice these 3 tips as it will help you build resilience for peak performance in business!
I hope these 3 simple tips help you and if you need any help with your business performance please book in your FREE Peak Performance Business Session Now by Clicking Here.