I LOVE Objections

How do you feel when a client gives you an objection? Uneasy, tensed, stressed, uncomfortable? How do you react? Are you defensive, anxious? Do you turn into a salesperson and try to sell, coerce and convince the objection away? Does your body language get all tense?

If you’re like most salespeople you get a little uncomfortable and impatient when objections arise. We take it too personally. But what really is an objection? Think about it. This is where most salespeople just get all unraveled. You should LOVE objections because …..

An objection is an OPPORTUNITY to reinforce the value and benefits you can provide for you client.

Let me repeat, you should LOVE objections because ……
An objection is an OPPORTUNITY to reinforce the value and benefits you can provide for you client.

That’s why I absolutely LOVE when a client gives me an objection. Yea I know I’m a little crazy, but I’m really serious here.

To me when a client gives me an objection all he or she is really saying is ‘I would love if you can answer what’s troubling me or what I’m unsure about it so I can feel comfortable and confident with you’

You see the difference in mindset?

So let’s take an example of a common objection financial advisors get. I have enough term insurance and I don’t need more. Here’s how I would approach it.

Jerry, first I think it’s great you have taken steps to protect you and your family. I can perfectly understand how you feel as many of my clients have also felt that Term was the way to go and felt they had enough. However if can show you how high net worth individuals like yourself protect their families while substantially increasing their wealth with no risk AND do so without any out of pocket expense would you be interested in hearing about it?

Sounds pretty good, right? Now imagine you saying this to a client with passion, confidence and absolute certainty. How could your client say no? I mean who wouldn’t want to hear about it?

And if they still say no? Well see my previous post ‘Rejection and the 4 S’s

Now I’m sure most of you heard the 4 steps in handling an objection, right?
1. Restate the objection
2. Sympathize
3. Offer a solution
4. Close

Did my answer above do so? Yep                   
Did I make it virtually impossible for the client to say no? Yep
Would he feel really stupid if he did? Yep
Did I love answering the objection? Absolutely!

Now there is another way to handle the objection above. This won’t work for everyone and as the saying goes, ‘Don’t try this at home’.

This came from one of the most passionate successful salespeople I ever met. I was fortunate enough to have him as a guest speaker at one of our company events, ‘The Best of the Best’ His name is Jack Howley. I hope he doesn’t mind me sharing this with everyone,

Jack answers the ‘term insurance/I have enough insurance’ objection in a rather uncommon way. He says to the client in a sarcastic but humorous, almost in your face way ….

‘You feel you have enough term insurance? What is this, the 1960’s? You only have a million in term? Do you have a medical condition?

The way Jack said it made the whole ballroom laugh. The audience loved it. That as Jack says is part of the ‘Howley Experience I give to all my clients.’

Either way I think you get the point. Successful confident pro’s love objections. They thrive on them and so should you. All you need is confidence, passion and purpose. (Check out my previous post on this)

Until Next Time
Rick

Tips from this article

Successful, confident salespeople LOVE objections

An objection is an OPPORTUNITY to reinforce the value and benefits you can provide for you client.

Don’t take objections personally