The Greatest Fear of All Part 2

In the previous we highlighted the main fear of sales people – the fear of handling or managing objections. In that post, I touched on how this fear paralyzes a sales person to perform and give their best pitch.

More often than not, we tend to view objections as something daunting. However, I have good news for you! Objections can actually be something to be welcomed rather than resisted. In this post we will identify the nature of objections and the two “misses” that might be obstructing you from reaching your full sales potential. Lets go!

Firstly, you must recognize an objection when you hear it. Most objections fall into one of four categories:

  • Product or Services

The individual objects to some aspect of your product or service.

  • Price

The individual thinks your price is too high.

  • Postponement

The individual wants to avoid an immediate decision.

  • Personal

The individual doesn’t like your personal sales style or your company.

 

Hence, our objective is to measure the degree of opposition so that we can best respond to it. Objections come in various forms. For example, objections can come in these three norms:

  • Questions

“Don’t tell me it’s a direct selling business again???”

  • Expressed

They state it.

  • Unexpressed

They don’t even state it at all. eg. not interested without giving a reason, or someone doesn’t return your phone call for a long time eg. after you send them a brochure, letter, etc

 

Many times we are unaware that we caused the unexpressed objections ourselves. It happens as we fail in some key communication principles, a failure in articulating well enough or because we were not alert to notice the signs of the customers’ earliest objections that we could have handled easily there and then.

So whether expressed or not, basically it boils down to a result of two “misses”, which are:

  • Misunderstanding
  • Miscommunication

These cause:

  • Dislike in decision making
  • Preference to old habits
  • Reluctance to give up the old for the new
  • Unpleasant past associations with you or your company
  • Resistance to dominance
  • Perceived threat to self image

In the last and final instalment of this series, we’ll discuss the Five Myths surrounding objection and debunk it with some practical truths by replacing it with Five Reasons why you should welcome and appreciate objections. I’m excited to help and guide you into freedom from being hounded by unnecessary fears! Be sure to subscribe to updates so that you won’t miss the next article!