“Yes, this sounds amazing but I cannot afford it now. Yes. Great! But let me think about it. Thanks, but it Is not the right time now.”How many times have you heard those statements on your sales conversations? Many times you might say.
How great would it be if your prospects would just replay this when you propose the sale to them? “ It Sounds wonderful, I am in!” Objections are the worst enemy to a smooth sale. However, if you get close and intimate with them and understand their dynamics, they might become your best ally.
Let’s have a look at two different ways of overcoming them from an unusual perspective:
1)Become aware that objections are not simple excuses
Objections are the reflection of deep fears and programming that your prospects are storing in their subconscious mind. Objections are one of the biggest obstacles your prospect is experiencing at the moment so helping them through the process of overcoming them, can be life changing for them and for you.
They do not come up at random or because your prospect is going through a certain situation in their life. Objections are the way your prospect lives and makes decisions in ANY area of their life, not just in making up their mind of working with you or not.
The shocking thing is that the main reason WHY they are not where they want to be in their life and business and feel stuck, anxious, and go around in wheel is the objection they just confessed to you.
Let me explain this to you with an example.
Let’s say you hear “Sorry I need to think about it”. You need to realise that this person uses this “Excuse” every single time in their life. They probably had said no to a job change because they need to think about it. They had refused to say “ Yes” to their fiancée because they have to think about it.
They have not bought that dress or suit they loved at the store because they needed to think about it.
The “ I need to think about” represents the presence of a big saboteur on their subconscious mind.
The saboteur is one of the fear archetype as defined by Carl Jung. It embodies the fear of change, resistance to take decisions that can change an individual ‘safe’ reality and the fear of taking responsibility for their actions.
If you notice those patterns you have the chance to make them realise this and you might be their only chance to help them break it through.
Once they show up in your sales conversations, make your prospect aware of this pattern in their life and ask them if they have used this same objection in any other areas of their life.
Have they said “ I cannot afford it” to other things recently?
If the answer is yes, ask them what was the result of that decision. Most of the time the result is not as expected and ended up with a dissatisfaction.
You need to throw some cold water at them, wake them up, and ask them to identify as many other situations in their life where they might have come up with these excuses and guide them through the process of saying “no” to these objections.
2) Become aware of your own internal objection system
Another powerful way to overcome the objections of your prospect clients is to become aware of the objections you receive on your sales conversations.
As within so without, I want you to become conscious of the fact that the objections you receive are the same objections you claim to have when you are proposed a sale or when you need to make a decision that will somehow change your reality.
Energy, is energy, is energy, is energy so as like attracts like, so the objections you receive will match the objections you are experiencing in your own life.
Let me give you an example here.
I used to be the breadwinner in my family until I decided to leave the corporate world and start my own business. The dynamics totally changed, and now my husband was the breadwinner. At an unconscious level I felt obliged to justify to him all the money I spent and I started to ask him permission to buy almost anything.
Unconsciously and totally unaware, 80% of the objections I used to receive on my sales conversations were “ I need to speak to my husband or wife”.
At the time I could not understand why and above all I had no way to help my prospects out of it as this was the same “struggle” I was going through.
I then started to see the correlation between these and looked deeper into how I could resolve my objections on a subconscious level. With some reprogramming, journaling and conversation with my husband I managed to overcome this.
To this day, I no longer hear this objection coming up on my sales conversations.
You want to call it coincidence?
I call it ‘ So within, so without”
So what are the most common objections you receive on your sales conversations?
Once you found it, start from there.