Sometimes I think we spend a little too much time working on objection handling techniques. It frustrates me a bit because quite frankly I’d rather spend my time helping clients avoid objections rather than obsess over battling them. It’s amazing what happens when you ask questions, listen, create trust, establish urgency, and earn the right to bring forward a solution.
But don’t be misled into believing that even perfect salesmanship will eliminate all objections. As a matter of fact, let’s hope it doesn’t! You might be interested in knowing this simple statistic:
Sales calls without at least one objection have a 21% chance less of being closed than sales calls with at least one objection.
Clearly, if there were an objection brewing, wouldn’t you rather hear what might be holding someone back from accepting your solution rather than having this issue internalized? I’m guessing you’d do a better job responding to an objection involving your or your company than your competition would. These objections aren’t an impediment to success, but rather an opportunity!
People objecting to change is natural, but sometimes the words we’re looking for to properly respond can be elusive. In fact, often it’s not the response that holds us back, but rather the transition to the response. Four simple words can often do the trick, and I’ll be happy to tell them to you. That’s why I’m here.
Did you miss those four words, because you just read them. An old approach, but an effective one, involves the four simple words, “That’s why I’m here.” It’s amazing how well those four words can help you transition into so many potential responses. Here is what it would sound like in a variety of situations:
Client: “We don’t have a need for any of your products.”
Seller: “That’s why I’m here. I’m aware you are not currently a customer and...”
Client: “We currently use a different vendor.”
Seller: “That’s why I’m here. We believe that when you make a decision for change...”
Client: “I had a bad experience with your company.”
Seller: “That’s why I’m here. Our company has gone through various changes...”
Client: “We already are using some of your products.”
Seller: “That’s why I’m here. We appreciate your business and would like to...”
It’s a terrific transition from a potential disaster, but once you use those four words don’t forget it’s not necessarily a transition to a long, drawn out response; it’s a transition to regaining control of the conversation and often that means getting back to asking questions and listening.
No matter how prepared you might be for a sales call, a presentation, a demo, or even a meeting, things going wrong. When they do, all eyes are upon you, and that’s when it’s your turn to shine. It was my pleasure showing you exactly how. You see? That’s why I’m here!