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Your Ultimate Guide to Handling Objections the Easy Way

Your Ultimate Guide to Handling Objections the Easy Way

Sales must be in my DNA! Why? Because I love sales and everything that goes with it. In fact, I really enjoy my grey matter being tickled with all the objections that have been thrown my way. Sometimes prospective buyers can be so funny and spew out the most arb objection just for the sake of not committing, and my brain will work overtime to manage that objection in such a manner to ensure I get the yes I’m looking for!

How do you go about handling objections? I know that some actually take this personally. My advice to you is, don’t do that! Rather see it as a lesson to be learned, a new way to do sales and an opportunity for you to think out the box.

Look, I may be cut from a different cloth because I love to be challenged, however, I also believe that this is a skill anyone can learn.

Let me show you some cool ways to handle those pesky objections so that you always get the yes you are looking for in every sales conversation.

Handling objections your way
What is the main reason why a prospective client raises an objection? More than likely because you haven’t shown the true value of what you bring to the table.

I feel that if the value is shown throughout the sales conversation then a lot of objections could be handled without the prospect ever raising them in the first place.

  1. Change your perspective on objections: One of the best ways to manage objections is to change the way you perceive them. Instead of seeing it in a negative light, why not view it as a way for your prospect to raise concerns with you. This one small change alone will make objection handling so much easier to manage.

  2. Use your active listening skills: Don’t interrupt the prospect when they raise a concern. Rather, show empathy through active listening and when they are done repeat their concern back to them in a short form. This shows the prospect that you are listening and that you want to help. Show interest in what they have to say and give genuine empathy during this part of the sales conversation.

  3. Pricing is not the real issue: Understand this, when your prospect raises a concern about pricing (and isn’t this the number 1 objection we hear the most?) know it has more to do with the correlation of what you are offering vs the value it will bring the client.

  4. Don’t take it personally, ever: I understand the human psyche and I know that most would be very sensitive to objections raised in the sales process as they will see it as a reflection on them. Learn to handle objections, well, objectively :-). There is a lesson to be learned in everything, so learn from these encounters to make sure that you are better at the next one!

  5. Always be prepared: No matter where you find yourself, be sure to know your market, your product, your value, your service/product positioning. A great way to handle objections is to know your market so well and your sales process so in depth that you have an infographic available for instance managing the top 5 average objections you receive. Infographics are informative, colourful and an effective way to manage any objection before the prospect raises it.


Bringing it together

Sales will always have an element of objection handling. I feel that if you see these objections in the right light and they are effectively managed before they are even raised, then you are assured of a successful sales journey.

Happy selling!

Karen has facilitated and hosted many sales masterclasses, workshops and training sessions to not only boost sales confidence however to also instill sales skills and tools that are personalised to each individual. To learn more visit her website on www.karenwessels.com or contact her directly on This e-mail address is being protected from spambots. You need JavaScript enabled to view it