How to Handle Objections

Find out what your prospective client wants and give it to them; sometimes this is as simple as using the right language. (See Word Bridges Statements in separate section.)

A simple sales technique that helps people to think in the positive is to ask questions that they can answer yes to that aren’t the big question. Make sure you know the answer to the question before you ask it. Begin by asking something like: “For me to help you, I need to ask a few questions about your situation – is that ok?” They will likely say “yes”.

Other questions you can ask:

• Are you happy with your life?
• Are you making what you want?
• What’s most important to you about _______?
• What will ___________ improve the quality of for you in your life / business?
• What is your buying criteria / decision-making process for this product?
• What do you need to know about ___________ in order to make a decision?
• Do you have any other concerns?

You are the expert in your solution, so don’t wait for your prospective client to ask you questions – make sure you are sharing the information they need and will most help them.

Remember that objections are a form of negotiation as your prospective client is sizing up the value of what you are offering vs. their buying criteria. You can use silence effectively to allow them to process the information you are sharing. You can also use ‘investigative selling’; that is, you ask them “Tell me more about __________” to get additional information on their buying criteria.

The true objection is often not stated upfront, so it is recommended that you proactively share for what you think they’ll say about your offer. Ask them: “How do you feel about moving forward?” Their answer will give some indication of where they are at in their evaluation process.

If you aren’t sure what’s happening for them, ask: “If the decision was up to you, would you do it?” If they say no, you haven’t touched on their real objection yet. Ask them again for additional information with questions like:

• “What other concerns do you have about moving forward?”
• “Tell me more…”
• “Other than what we’ve already talked about, is there anything else that is preventing you from moving forward?”
• “What would life look like if _________ were not in the way?”
• “What would your life look like if you were living your highest potential?”

You can also frame their expectations and results during this conversation. Let them know what’s going to happen in advance, how it will work, what they can expect. (Note: you can also say something like: “After we’ve worked together and you’ve received value, I’d like to ask for a testimonial / referrals – is that ok with you?”)