You backing away from exploring objections is JUST as disempowering for your potential customers as you pressuring them to buy.
Let that one sink in for a moment.
You’re not going to say something like, “You need to find the money to work with/buy from me, or you won’t be successful.”Right?! Gross. Ick. Blech.
That’s obviously disempowering on SO many levels.
But SO IS, “Sounds like you don’t have the money right now. Okay, I understand — have a nice day.”
One disempowers by pressuring and taking the decision away from your potential customer.
The other disempowers by reinforcing their money fears or their story that they’re not worth investing in.
The MOST empowering approach? The middle ground of actually exploring objections with your potential customer.
You do this by leaning in, moving TOWARD the objection. By asking more questions. By getting to the truth of what’s REALLY going on (hint: it’s usually never about the money). And then by helping your customers think about the decision in front of them differently.
Not pressuring. But not backing away either.
The takeaway here? Being available to explore your customers’ objections IS the most empowering thing you can do in a sales conversation.
I’d love to hear your thoughts on this! What feels easy or hard about this? Or, what’s your best tip for responding to your customers’ objections? Comment below and let us know!
And if you’re ready to feel good about handling your customers’ objections, AND to know how to confidently respond to ANY objection they might throw at you, hop on over to my high-vibe Facebook Community, The Sales-Savvy and Successful Entrepreneur. We’re all about learning how to sell well in ways that feel good and fill up your bank account!