Objection Handling - 5 Easy Steps To Overcome Objections Video Lecture | B2B Sales: Tips and Strategies

Hey, this is Ago.
And in this short video, I want to give you
a quick, five-step process to overcome virtually
any objection that you will come up against.
Now, I know what you are thinking.
Objections, those are bad things, right?
Well, not so fast.
Not always because here's the thing, if you
really think about it, what a buyer is trying
to say to you is, "I want to buy from you.
I'm interested enough.
I'm intrigued enough by what you are telling
me.
But, there are a few things that need to be
in order before we can move forward."
And if you think about objections in that
way, that becomes a lot more interesting.
So, the first step in any objection is to
really listen.
Now, when I say this in a room, people always
say, "But Ago, I'm always listening to my
clients."
And I'm sure that's true.
But, what I'm talking about is really listening.
I mean, it's listening, not just with your
ears, but with your eyes.
Looking for clues.
Listening to the body language.
The way they move.
The way they speak.
Their tone.
Their speed of voice.
Their intonation.
But, also the way they behave.
The way they sit.
The way they express themselves.
Their non-verbal body language.
You really, really want to give people time.
Don't jump in.
Don't respond.
Don't even think about what you're going to
say, just let them lay out the objections
in front of you and give them time to do so.
Once you've listened, the second step is to
make sure you understand.
And those are two different things.
Listening is about getting your buyer or whoever
is in front of you to spill the beans, if
you will.
To really talk about the things that need
to be in order before they move forward.
Understanding is about helping you understand
the question behind the question.
Let me say that again, understanding is about
the question behind the question or the objection
behind the objection.
It's about understanding why certain things
are so important to them.
Why certain things would block them from moving
forward.
So, now that you've listened.
And now that you've understood what they're
trying to get to.
The third step, and only the third step, is
to start responding.
And the way that I recommend you respond is
by testing a potential solution or testing
a potential scenario.
If they tell you that the price is too high
and you understand that.
It is because not just the price is too high
because they have a certain budget.
Then, try to float a scenario where in perhaps
for a little bit less, you can do something
different.
You can create a different offer.
You can create a different solution that would
still fulfill their needs and fall within
their budget.
Once you've done that, once you've laid out
your response, the next step is to confirm.
It's to confirm whether or not your response,
your solution, your scenario, meets their
needs.
And that's just basically as simple sometimes
as asking, "You know, if we do that, is that
something that you could live with?
Is that something that would mean that we
could move forward?"
Now, here's the thing, if they say, "No."
Don't be discouraged.
Just ask them, "Well, what would be, you know,
the thing that you would need?
Or what else can you think of that would get
us there?"
And, if they say, "Yes."
Don't be too fast.
Just a simple question like, "Are you sure?"
That would really, really help.
And then, the final step is to continue.
The final step is to continue and I'm saying
this, I'm explicitly bringing this up, because
an objection is just one hurdle in an entire
process.
So, now you can move forward throughout the
sale.
Now, you can move forward towards, you know,
whatever phase in the process you are in.
Whether it's a proposal or whether it's a
next step or whether it's another call or
a meeting or maybe, even, closing or sealing
the deal.
But, only now, can you move forward, can you
continue.
So there you go.
Five easy steps: listen, understand, respond,
confirm, and continue.
Listen, understand, respond, confirm, continue.
Hopefully that was useful.
Hope to see you on another one of these videos.
And, in the meantime, good luck out there.