Handling Objections Part One…

Wow that was quite a response to the post on the objections you’re having difficulty with.  Let’s begin with an important overview of this issue.

Remember that our job is never to “sell” prospects.  You will discover that the harder you close someone, the less they will duplicate.  So it’s never about sales techniques.  And that’s where things can get dangerous when we’re talking about objections.

Because there are so many sales trainers invading our space, trying to sell to the network marketing world.  But most of the stuff they bring will not help you.  And in fact will hurt you.

So for today, let’s agree on one thing:  Our objective is to determine is an objection is really a question needing clarification, or a prospect’s insistence on why he is not interested.

If, as often is the case, it’s just the way the prospect is searching for more information, we can work with that.  What we’re not going to waste time on is ways to overcome legitimate reasons why your prospect isn’t really a prospect for your business.

Your mantra needs to be, “I’m looking for people that are looking.”
If they’re not looking, then you shouldn’t be looking for them.  So let’s not try to sell things to people that don’t want or need them.  But we will work on making sure that we are handling true prospects in the best way.  That’s where we’ll start on the next post.

-RG