Overcoming objections is one of the most important things you can do when mastering prospecting.When you learn how to overcome objections correctly, the conversation tends to have a flow.And in today’s training lesson, you’ll see how to handle objections easily and quickly.When you do what I’m about to teach, you book more follow-up calls and close more business.If you ignore today’s lesson, there’s a high chance you’ll continue to struggle with handling objections.All of these Monday training sessions are designed to all work together.This is how you become a master prospector.Alright, let’s get into today’s lesson.
Let’s quickly look at what an objection is.When a person gives me an objection, I get excited.Objections are good, not bad.They show you the prospect is engaged and interested in the conversation.When a person gives us an objection, it’s simply a way of wanting to know more information.How we handle objections will determine if we book the follow-up appointment or not.Most people get defensive when they get an objection.You want to do the opposite and expect objections.You want to be prepared for all objections because this is what professionals do.When you’re prepared to handle objections, the conversion flows.It’s pleasant and not aggressive.In turn, you’re educating the prospect when they bring up an objection.Now, let me give you a few things to get you started on handling objections.
Here are a few steps to take towards mastering objection handling.1: You don’t want to ever argue with a prospect. We’re not in the business of convincing anyone to do anything. We’re simply here to educate the prospect on our products and services.2: Do your best at the time to address the person's concerns if you’re not sure how to handle the objection.3: Create an area in your journal to write down the common objections, then work on overcoming those. Now, if you’ve not already grabbed a copy of my book, Fearless Networking. In it, I have a complete chapter on handling objections. You can grab a copy for free (just pay shipping), and we’ll send it to you.
This episode, #190 it’s about “Prospecting Mastery – Handling Objections With Ease.” Listen to the show above and comment below with your questions or comments.
Stay fearless,
