If you have sales people or are a salesperson, handling objections is a concept and skill set you are very familiar with. For decades there have been classes, books, seminars, and coaches who help us get past a prospect’s objections and on to that final close and contract.
This is an example of one writer’s outline for dealing with objections:
Each of these can be many pages long in a book, or two hours of a training session or multiple coaching sessions with follow-up practice sessions. Some people do learn these easily and some people struggle or never master the skills for at least some of these.
What if to achieve sales greatness NONE of these need to be mastered? What if NONE of these slowed down or stopped your selling process again? What if your customer was never driven by you to do something they aren’t sure they need to or want to do?
Objection handling and jousting have a lot in common. Both parties have something they want or don’t want, and they behave to create the outcome they want – often in opposition to each other.
If objection handling is a way for the buyer and seller to behave to create the outcome they want – what if there was another way to behave to create the outcome they want and what if both parties wanted the same outcome?
Objection handling works for vendors who are trying to talk the buyer into buying what the vendor wants to sell to the buyer. This is a win/lose engagement model and both parties are jousting, so they win with little regard for the party who loses.
If you have objections you have them because you are trying to “make money from the buyer”. You want the buyer to do something YOU want them to and do it for your reasons, with little or no regard for the buyer’s needs or goals.
If you want to “make money with the buyer” you start by understanding and supporting their “Ideal Future State” with your value-added thought leadership. Working together you clarify problems, opportunities, roles and the RoadMap to reach that “Ideal Future State”.
If you are working toward the buyers “Ideal Future State” as the buyer’s partner, there is NOTHING to object about! The “Ideal Future State” is the end of the RoadMap. Together you are designing, planning, deploying, executing and continuously improving the journey along the RoadMap. Along this journey, you are clarifying, solidifying, measuring, refining, and rebalancing each others roles to achieve that “Ideal Future State” ASAP.
But there are NO objections since you are partnering to achieve the same outcomes that make both of you winners rewarded by the maximum value available.
Watch your team, read your proposals, review your website and make sure you and your team are partnering with your customer to achieve their “Ideal Future State” and the maximum value available.
If when you watch your team, read your proposals and review your website you are actively handling objections You Don’t Have A Clue what is good for you or your customers!