Some of the misdirected advice I ever read is about how to handle objections… There are tons of books about how to handle a hundred objections. They give lists of responses to say when you get an objection.
In the real world, this is called an argument.
Arguing and debating an objection almost always makes the other person defensive. The begin to rationalize their point of view even if it makes no logical sense. Then they become invested in being right even if it is not the best decision.
Even worse… trying to use logic to overcome an emotional objection. Newsflash… people are not logical. They rarely make logical decisions. Piling on even more logic makes it even worse.
Fight or flight?
These responses to objections can make the other person feel like they are being trapped into a decision. The more trapped they feel the more likely you are to trigger the fight or flight response. People will either leave or argue. Neither is a win for you.
I know, I hear it from salespeople all the time. “If we let the client leave then we almost never are able to sell them”. I know. That is because they hate you. Who would actually want to put themselves into a situation where someone was arguing with them. This is an example of the statistic being true but the reasoning being BS.
So let me give you a real world example.
A client of ours gets a prospect that says he has to talk to his wife. The tons of books would have told him to ask to speak to the wife or ask the prospect if he was man enough to make up his own mind or say that the wife would be glad he made this decision for her or about 100 more stupid things.
Enter the Objection destroyer
The objection destroyer is a process we created that uses a combination of subconscious anchoring of emotion and changing rapport positioning along with a simple strategy to overcome just about any objection.
I can’t teach you the first 2 in an article. We do that at the training we have. What I can tell you is the simple strategy that alone can really help.
Step 1: Agree with the objection. “Of course you need to talk to your wife. making these kinds of decisions are great for you but also important to have everyone on board.”
This works because it is the last thing they expect. You were supposed to try and increase the pressure but instead, you took it away. The makes the brain very suggestible at that moment
Step 2: Take them past that decision. We call that bridging. Have them imagine the wife says okay and then move them to the next step. “Let me ask this. Let’s say she likes the idea and gives you the green light. Would it be okay for me to show you what the next step would be?”
You have taken them past their objection in their imagination. They have ‘imagined’ that they have permission. Now you can move to the next step of your process.
Step 3: Now that you have defused the objection their emotional block is gone. Not you can replace it with a new emotion. This is important because if you leave it blank the old objection can come back. “Great, I know you will feel good when this is all taken care of so let’s look at what this can do for you and see how it fits for you”
Now you have given the suggestion to feel good. Then you have directed his brain to start sorting for what fits in his life rather than what he objects to.
Then you just walk him into completing the sale.
This is a bit like mental Jiu Jistu. You have taken the energy that was being used to resist and pointed it to where you want it to go.
The best part is this. Even if the deal does not close that day there is a much higher percentage that closes later AND… the referral rate is through the roof.
Most salespeople are so focused on today or this month that they sabotage their long term careers by using force to close deals. Even when they do close they never get a referral because the experience sucked.
Now for the first two skills I mentioned that makes this strategy so powerful.
Anchoring emotional states.
Some of the misdirected advice I ever read is about how to handle objections… There are tons of books about how to handle a hundred objections. They give lists of responses to say when you get an objection.
In the real world, this is called an argument.
Arguing and debating an objection almost always makes the other person defensive. The begin to rationalize their point of view even if it makes no logical sense. Then they become invested in being right even if it is not the best decision.
Even worse… trying to use logic to overcome an emotional objection. Newsflash… people are not logical. They rarely make logical decisions. Piling on even more logic makes it even worse.
Fight or flight?
These responses to objections can make the other person feel like they are being trapped into a decision. The more trapped they feel the more likely you are to trigger the fight or flight response. People will either leave or argue. Neither is a win for you.
I know, I hear it from salespeople all the time. “If we let the client leave then we almost never are able to sell them”. I know. That is because they hate you. Who would actually want to put themselves into a situation where someone was arguing with them. This is an example of the statistic being true but the reasoning being BS.
So let me give you a real world example.
A client of ours gets a prospect that says he has to talk to his wife. The tons of books would have told him to ask to speak to the wife or ask the prospect if he was man enough to make up his own mind or say that the wife would be glad he made this decision for her or about 100 more stupid things.
Enter the Objection destroyer
The objection destroyer is a process we created that uses a combination of subconscious anchoring of emotion and changing rapport positioning along with a simple strategy to overcome just about any objection.
I can’t teach you the first 2 in an article. We do that at the training we have. What I can tell you is the simple strategy that alone can really help.
Step 1: Agree with the objection. “Of course you need to talk to your wife. making these kinds of decisions are great for you but also important to have everyone on board.”
This works because it is the last thing they expect. You were supposed to try and increase the pressure but instead, you took it away. The makes the brain very suggestible at that moment
Step 2: Take them past that decision. We call that bridging. Have them imagine the wife says okay and then move them to the next step. “Let me ask this. Let’s say she likes the idea and gives you the green light. Would it be okay for me to show you what the next step would be?”
You have taken them past their objection in their imagination. They have ‘imagined’ that they have permission. Now you can move to the next step of your process.
Step 3: Now that you have defused the objection their emotional block is gone. Not you can replace it with a new emotion. This is important because if you leave it blank the old objection can come back. “Great, I know you will feel good when this is all taken care of so let’s look at what this can do for you and see how it fits for you”
Now you have given the suggestion to feel good. Then you have directed his brain to start sorting for what fits in his life rather than what he objects to.
Then you just walk him into completing the sale.
This is a bit like mental Jiu Jistu. You have taken the energy that was being used to resist and pointed it to where you want it to go.
The best part is this. Even if the deal does not close that day there is a much higher percentage that closes later AND… the referral rate is through the roof.
Most salespeople are so focused on today or this month that they sabotage their long term careers by using force to close deals. Even when they do close they never get a referral because the experience sucked.
Now for the first two skills I mentioned that makes this strategy so powerful.
Anchoring emotional states.
Changing rapport positioning.
Then a third but the most important is having the MINDSET to succeed.
To get those get to Atlanta this August for a 3-day training that will change your life.
Imagine being able to get the job you want. Imagine being able to get the raise you deserve.
Imagine being able to sell more than anybody else out there in your field.
Imagine being able to manage people in a way that developed loyalty, trust, and dependability.
Imagine being able to negotiate to get the best price for anything you want to buy AND the highest price for anything you sell.
Imagine being treated BETTER than anyone else because you make people feel special
Imagine a life where you have the job, relationship and the tools to make almost anything happen.
HOW WOULD THAT CHANGE YOUR LIFE??
We have developed the most powerful persuasion tools that you can combine with what you are doing now to get better and FASTER results.
Read more about that here