How do we handle objections?

In the beginning, we get lots of objections. They are reactions to what we say and do. After learning a few basic skills, most of these objections go away. When people are sceptical about this, I give them an example.

Let's say that we constantly get the “Too expensive fees” objection. Are we causing that?

Well, we don't see people walking down the street, then suddenly throwing their arms up in the air saying, "It is too expensive!"

So yes, objections arise as a result of what we say and what we do.

But what should we do in the meantime, before we learn the skills? Well, here is a little template that we can use to handle many objections. There are dozens of different templates, but let's start with just one.

The first rule of objections is that we should always agree with our prospect. We don't know what their previous experiences have been. Their objection may be perfectly legitimate. If we don't agree with our prospects, we create resistance. No matter what we say, they will not be listening. While we are talking, they are thinking of what they are going to say to support their position as soon as we shut up.

Let's say that our prospect has the objection, "I need to think it over."

The template?

  1. Agree.
  2. Allow the prospect to make a “no” decision.
  3. Point out the consequences of a “no” decision.
  4. Allow the prospect to make a “yes” decision.
  5. Point out the consequences of a “yes” decision.

So, our answer to “I need to think it over” should go something like this:

“Relax, it is okay to make a decision not to get a pension, and to continue to get by in future years on The Government O.A.P pension.

But it is also okay to make a decision to start planning for retirement now, and have the option to retire earlier which is less stressful.”


Humour - Business and shop signs :


On an Optometrist's Office door,

"If you don't see what you're looking for,

You've come to the right place." 

In a Shoe Repair Store,

"We will heel you...

We will save your sole...

We will even dye for you!" 

On a Podiatrist's office door,

"Time wounds all heels." 

Written on a Septic Tank truck,

"Yesterday's Meals on Wheels" 

On a Plumber's truck,

"Don't sleep with a drip. Call your plumber." 

At a Tyre Shop,

"Invite us to your next blowout." 

On an Electrician's truck,

"Let us remove your shorts." 

In a Non-smoking Area,

"If we see smoke, we will assume you are on fire and will take appropriate action."




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