1. Be a Good Listener – Even When You’ve Heard all the Excuses Before
After a few weeks of making the same pitch you have a pretty good idea of what the common objections are going to be and should have a plan ready to get around each one. Be careful not to interrupt your prospect when they start telling you why they don’t want what you are selling. This puts them on the immediate defensive, and will stop your sale in its tracks. Learn how to be an active listener with nodding and the appropriate quick responses, while your mind is busy getting your response to the objection ready.
2. Show Your Respect for their Opinion
Once they are finished with their objection, follow up with a few well rehearsed questions. “What did you mean exactly when you said… ” or “Have you considered trying to… “. Be careful not to belittle their opinion, and don’t give them more ammunition by asking why questions. Keep it conversational and you will gather the information you need to increase your close rates.
3. Testing the Waters for a Close
Reinforce that you understand all of their objection points and respect them with a statement that starts with “So your concern is… ” or “If I understand correctly, you are… “. Now you are ready to offer the solution to the objection. This you should have had planned from the very start of the conversation, but you cannot expect it to be well received until you have successfully shown sincere interest in what their concerns are. Otherwise you come off as a pushy salesperson with a canned answer for everything.
Your water testing question should focus on how you can eliminate their concerns. “I have a way that we can work around your concerns by… “, just make sure that you are not making any promises that you can’t keep. Don’t give them a chance to interrupt at this point either. You gave the prospect their turn and now it is yours. Be sure that your solution covers each of the objection points that they made, with a tone and delivery that is still conversational.