Do You Know The Good News About Buyer Objections?
Why are we so terrified of buyer objections? We wince, we cringe and do all we can to avoid them. But why?
What’s the very worse thing that could happen? They don’t buy!
I’ve gotta tell ya, we don’t lose sales by dodging buyer objections. It’s actually the opposite. We lose sales when we sidestep buyer objections.
As salespeople we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.
Good News #1: Objections Are Buying Signals
I’ve been in sales for a really long time, and here’s what I’ve noticed. People don’t walk in off the street simply for the fun of talking with me about why they aren’t going to buy my product or service.
It just never happens. In fact, I’ve found that the only people who ever want to talk to me about their purchasing doubts or concerns are people who are actually considering buying. Huh, go figure. That’s good news!
Good News #2: They Are Still There
Let’s say a buyer is standing in front of you hassling you about the price, options, limitations, delivery time, etc. of your offering. What’s the most obvious observation we can make about that person? They are still there!
They’re still in front of you giving you the opportunity to help them work through their hesitations. If the objection was a deal killer they’d be gone, but it’s not a deal killer. It’s a deal pauser.
It means that, even though they have reservations, they are still trying to figure it out. They are willing to discuss it with you and that’s a beautiful thing.
Good News #3: They Are Giving You a Shot
The worst objections are the one’s you never hear. Maybe you didn’t do a good job of probing for real objections. Or maybe the buyer simply refused to share their real concerns with you.
But you have no chance of addressing and possibly resolving an objection you know nothing about.
So, if the buyer is standing in front of you sharing their fears, doubts, hesitations, gripes, or whatever, then be excited! At least they’re still there.
So if you’re really going to make a run at an amazing sales career you have to get your mind wrapped around the positive aspects of buyer objections.
The next time your buyer starts throwing out objections, roll up your sleeves and put a smile on your face. You’ve got a real buyer on your hands and you know how to move them in the right direction.
