There are a few rules in overcoming objections in any business or sales job. But we all have encounter objections, everyday. Whether it is from people we work with, customers, our spouses and our children. So, we are all pretty good at overcoming objections, unless you are a doormat and you will have to take this subject even a little more seriously.
Some people confuse overcoming an objection with being too nice. These are the people who are saying right now, “Yeah, I am just too nice. I never say no”. Now, you being too nice is not what I am talking about here. You have a choice to say yes or no to the person, and for some reason, you say yes and resent the fact that you did not say no. That is totally different. I am talking about changing a misunderstanding or explaining something from another point of view so whoever is giving you an objection is re-framed to understanding your point of view. This way they then take action in the manner that you want them to after you overcome the objection.
In NLP, Neuro Linguistics Programing, this is one of the key concepts. We call it re-framing, but sometimes, it is simply understanding what the problem is or what is important to that person.
You can do this in a couple of ways but first you must follow these simple rules before you address the objection.
Rule 1 – Know that there are only four objections and you need to pick the one the objection comes from. These four objections are the root cause to all objections. All objections funnel into these 4 objections:
1. I don’t have the time.
2. I don’t have the money.
3. It may work for others but it won’t work for me.
4. I don’t believe you.
Rule 2 – Make sure that you are in rapport with this person. Mirror and match them to get the result of comfort from them. If you don’t have this, you will be a bull in a china shop. Take time to get this accomplished, but know it can happen in less than one minute. You will feel the comfort surround both of you.
Rule 3 – Fully understand the problem by asking leading questions like, “How is that a problem?” Most of the time as you ask this over and over, the person will soon see that the objection is really not a problem. They will just stop in their tracks and then, it’s over.
Rule 4 – Ask the person what they would like to do instead. Many people jump right in with all of their unconscious b.s. and never realize that the person has a misunderstanding about something that you’ve said.
Rule 5 – Have all of the objections that someone could possibly give you already thought out and practice answering them out loud in front of a mirror. Most selling that we do is unconscious. Especially if you have been doing the job or routine for any amount of time. The unconscious will deliver your pre-planned schpeal for you.
Rule 6 – Have a little concern about what the people are feeling and do your best to see what modality they are in while they are talking to you. Use the same modality that they are in. For example, you are on the phone and they are saying, “I see what you mean?” That signals a visual queue as opposed to an auditory or kinesthetic modality. If they are speaking in terms of sight, you must reply with, “Do you see what I mean?” The same will go for feel, hear, and in the case of when someone that is running criteria, in other words, analyzing.
Bottom line is that most objections are a misunderstanding of the thing that you are selling. Digging deeper to identify what exactly they are challenging you about is a far superior way to solve many communication and sales problems today.