Handling Objections, Part 2
I’ve had a lot of feedback and questions on the previous post of handling objections - so I’ve decided to clarify this subject further with the following content:
Question: What exactly is objection handling?
Answer: Objection handling is a process for answering your prospects questions (and remember, they are ALL questions) in a way that helps them better understand how your solution supports their business requirements and to clarify the difference between what the prospect thinks is true and what is actually true.
Question: Are there specific types of objections that I should be on the lookout for?
Answer: Yes…I think there are three types and they are self explanatory in description. First, there are general misunderstandings (the most common and usually related to the buyer’s ego defending itself). Second, there is the competitive trap where buyer has a pre-defined, competitive solution in mind and they want to see how you stack up when some pressure is applied. Last, there are what is known as the “showstoppers”…where the buyer puts a requirement on the table with the caveat that if you can’t do “x or y”, then you are no longer a consideration.
Question: Why should I even worry about handling objections if the model you suggested gets rid of 90% of objections anyway?
Answer: Actually, I have three points to share on this question. First, good objection handling helps you keep the conversation focussed on how your solution delivers on the prospect’s goals or business requirements. Second, good objection handling gives you a way to avoid show stoppingĀ issues. Last, these questions are an opportunity to set the record straight and build competitive advantage.
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