Have you ever found yourself hesitating, caught between desire and doubt when considering a new opportunity?
In business, skillfully handling objections creates opportunities for growth rather than feelings of rejection and failure. By listening and asking clarifying questions we can gain valuable insights into clients’ concerns and preferences.
“An objection is not a rejection; it’s simply a request for more information” – Bo Bennett
Personally, I like to be prepared by thinking through potential client concerns and how I might address them. However, it’s not possible to cover every situation.
So here are a few things to consider when faced with objections…
~ By demonstrating understanding and a willingness to find a solution, you can establish trust, which will help develop a positive relationship now and into the future. Sometimes the timing is not right or the client wants to learn more about you and your offer.
~ Share stories and case studies of how your product or service has benefited others.
~ Can you offer alternatives to address the client’s specific needs, which could include payment plans, an adapted service or an opportunity to meet or speak to one of your clients?
~ Keep the conversation positive with a focus on the benefits and value of your service, highlighting how it can address any challenges as well as the results and benefits they will experience.
Here are just a few examples of common objectives and responses, which would need to be adapted to your context and your business….
“I need time to think about it” or “I need to discuss it with my partner” …. Response: “I completely understand that this is a significant decision. Do you need more specific information or do you have any concerns? I am happy to provide more details to help you.”
“I’m not sure it’s the right fit for me” … Response: “Thank you for letting me know. To ensure this works for you, please could you tell me more about your specific needs and goals? This will help me tailor a solution to meet your requirements”
“It’s too expensive/I don’t have the budget” … Response: “I understand that price is a concern, however, many of my clients have been able to recover the cost by increasing sales and attracting more business (provide a few examples). I can offer payment options to make it more affordable for your budget”
Mastering the art of objection handling is not just about making a sale; it’s about developing relationships based on trust and understanding. By addressing concerns head-on and adapting your approach, you can strengthen your offers and enhance your sales and marketing approach.
TRAVEL NOTES
At this time of year my mind turns towards new adventures and places to explore. It makes me think of two memorable holidays travelling in Central Asia and India.
My parents who loved to discover countries and cultures, filled our home with travel books, inspiring me to discover new destinations.
For dreamy inspiration I turn to Conde Naste Traveller Magazine with its beautiful photography and interesting articles =
Julia Nimke is a Berlin based Photographer, who works worldwide and shares the most gorgeous travel photographs on her website here and on Instagram here
The Ernest Journal is a beautiful publication for ‘those who value surprising and meandering journeys’. Very sadly, recently, the Founder announced it is closing. However, you can still buy previous journals here.
What’s been your most memorable escape?
