How effective are your reps at handling objections? A critical concept of handling objections is the idea of resistance. You can’t push against my hand with ten pounds of pressure…unless I agree to give you ten pounds of resistance. If you give me ten pounds of pressure but I give you no resistance, your pressure dissipates.
One of the ways to dissipate buyer resistance when they give an objection is to affirm the objection. You can say “We’ve heard that concern before…,” or “Other buyers have felt that way,” or “That’s a common concern people have until they understand how we can…” (and now you explain how you can solve their problems).
The key to objection handling is not pushing back. Too many reps see objections and resistance as a fight. As soon as a buyer gives an objection, most reps immediately start arguing.
This is the time to have no resistance to be persuasive, to affirm the customer, at the same time we show them their objections are really not a concern when they see the true value of buying from you.
What can your team do, by role-playing and practicing handling objections, so they don’t show physical or non-verbal resistance such as folding their arms or showing other signs of resisting what their buyer is saying. We need to keep this open and persuasive…by creating a non-resistance approach to handling buyer concerns or objections.
Join me as I share ideas to help your people avoid giving resistance to their buyers…so they can sell even more!