Objections Are a Good Thing
Target Your Response!
When entrepreneurs are close to a sale or job seekers excelled in their interview and expect an offer, but instead, excuses as to why they may not be able to proceed pops up unexpectedly – panic usually sets in.
Those unfamiliar with the sales process usually view the objections as defeat. They believe there is no way of saving what just happened due to some type of miscommunication. Unfortunately, when you begin to believe defeat is on its way, it usually is. Therefore, the better objective is to see the circumstance as potentially being saved.
Once you have a more positive outlook, it’s easy to use a critical eye on what just took place. Ask specifically what is being objected to, why and what can you do to fix it. Those three questions usually nail the problem enabling you to provide a targeted response.
Communicating with confidence and a smile on your face will usually produce the right result. You may simply need to make a minor adjustment. Always greet objections as a positive, because they are not a direct “no”, and they do provide the opportunity to make things right to receive the Yes! Your good naturedness will attract the sale or the job. After all, Nice Girls (people) DO Get the Sale! As a job seeker, you will be on your way to hearing HIRED!
When objections are met with care and understanding, they normally turn into a very Smooth Sale!
I’ll be presenting the class, “Motivated Leadership” on Oct. 26 for the San Francisco SBDC, 55 Market Street, corners of Market & First Streets, Suite 600. Registration is required – hope to see you there!
