The Only Objection that Counts
I was asked a few days ago to prepare a training for Monday night's team workshop the topic of which will be: Handling Objections. Preparing notes got me thinking more deeply about the way we 'feel' about objections and wondering if we perhaps ought to challenge how we look at them altogether.
When we say the word 'objection' we immediately tend to think of something negative. And yet, if a topic or concept is new to us, isn't it normal that we should have some questions and even concerns? If we think about it, most of the 'objections' that people raise are not really objections, they are simply questions.
* could this product be as special as it sounds?
* is this business real?
* could someone like me really be successful?
* are there any risks?
* can I trust you?
If we view objections with compassion and understanding instead of defensiveness and fear, we are able to connect better with the prospect becausewe are no longer on opposing sides. The reality is, there are no sides anyway. There is no 'them' and 'us', 'in' or 'out'. We are educators and pioneers, not sales people. We are offering information, championing an opportunity.
If we are confident that our information is true, then there is no objection that is ever a problem. Every objection is simply an opportunity for you to share your truth. Think about something that you are certain about- for example, are you certain that the Earth is round? Would you really care if someone wanted to argue otherwise?
Would it stress you out, would you feel vulnerable or exposed? Would you be worried about having the skill to handle certain objections? Certainly not- when your level of confidence is very high, you are able to respond to all questions with ease and if in the end the other party does not share your conviction- it does not alter your own conviction.
There is therefore, only one objection that matters and that is your own- because the only person you need to answer to is yourself. Make sure you have answers when you ask yourself if you should keep going, make another call or run another meeting. For as long as you don't buy into your own objections, you will never have a problem handling anyone else's.