Alright, buckle up buttercup, because this isn't a quick fix—it's a fundamental shift in how you approach one of the biggest challenges in sales. When it comes to objections, most of you are missing the boat. And you're missing the boat because you're at the airport, trying to catch a flight that left yesterday.
You're clinging to tired scripts and manipulation tactics from the 1990s that scream "desperate salesperson." You're treating objections like enemies to be conquered rather than opportunities to build trust. And it's killing your deals.
Think about what typically happens when a prospect says "your price is too high" or "we're already working with someone else." Most reps immediately go into panic mode—their heart rate spikes, their palms get sweaty, and they start frantically searching their mental database for the "right" rebuttal to "handle" the objection.
WRONG APPROACH: Prospect: "Your price is too high." You: "Well, let me tell you about our ROI and why we're actually a great value..."
RIGHT APPROACH: Prospect: "Your price is too high." You: "I appreciate you sharing that concern. Help me understand – when you say the price is too high, what are you comparing it to?"
You need to become a sales psychologist. Marinate in the objection, don't go into handling objections mode. Dig deeper. Ask them to explain more:
"What's your concern in relation to price over the Economic Impact we've already discussed?" "Is this your concern or is this coming from someone else on the team?" "What would make this investment feel more comfortable for you?"
Don't just accept the surface-level objection. There's a picture in their head and we want them to help paint that picture so we can understand.