My mom was the ultimate sales person when it came to handling objections. Of course, she wasn't schooled in selling, nor in conquering objections, or any of that "sales stuff" (as she often would say). But she knew how it is possible to get something she wanted when the other person resisted.
What was her secret? Well, you see, the best way to handle objections truly comes down to a straightforward piece of psychology that my mom explained me years ago.
It went something similar to this, "You can't get someone to change their mind, but it's easy to get somebody to make a new decision based primarily on new information."
Here's the tale she would tell....
Say you are on vacation standing outside on a beautiful clear day looking up and admiring a clear sky. Someone comes along and says, "Did you know the sky isn't truly blue?" Thinking they have got to be crazy, you answer, "Just look up, it's clearly blue; sky blue, in fact." They continue to insist that it isn't blue. You are totally convinced that person is mad! There is no way that they are going to change your mind, because you can see in person it's a beautiful blue sky.
1 or 2 minutes later, a different person comes along and notices you admiring the sky. They engage you in conversation and ask if you know why the sky is blue. When you answer that you really have no idea, they explain that in reality, the sky isn't blue at all, it is simply that based primarily on the way that the atmosphere bends the sunlight, it only seems to us to be blue.
The first person attempted to get you to change your decision. The second one gave you some new info and permitted you to make a new decision.
As salespeople, when we are handling objections it's important that we always recall that each objection represents something about which our prospect has doubtless already made a decision. As an example - it's too expensive, we already have a seller with whom we're happy, we don't have any budget this year, etc.
Remember what Mom recounted, "Don't be the person who makes an attempt to change their mind. Be the one which provides new information so they can make a superior quality call, one that benefits both them and you". Good ole mom, she always knew how to get a sale!
What was her secret? Well, you see, the best way to handle objections truly comes down to a straightforward piece of psychology that my mom explained me years ago.
It went something similar to this, "You can't get someone to change their mind, but it's easy to get somebody to make a new decision based primarily on new information."
Here's the tale she would tell....
Say you are on vacation standing outside on a beautiful clear day looking up and admiring a clear sky. Someone comes along and says, "Did you know the sky isn't truly blue?" Thinking they have got to be crazy, you answer, "Just look up, it's clearly blue; sky blue, in fact." They continue to insist that it isn't blue. You are totally convinced that person is mad! There is no way that they are going to change your mind, because you can see in person it's a beautiful blue sky.
1 or 2 minutes later, a different person comes along and notices you admiring the sky. They engage you in conversation and ask if you know why the sky is blue. When you answer that you really have no idea, they explain that in reality, the sky isn't blue at all, it is simply that based primarily on the way that the atmosphere bends the sunlight, it only seems to us to be blue.
The first person attempted to get you to change your decision. The second one gave you some new info and permitted you to make a new decision.
As salespeople, when we are handling objections it's important that we always recall that each objection represents something about which our prospect has doubtless already made a decision. As an example - it's too expensive, we already have a seller with whom we're happy, we don't have any budget this year, etc.
Remember what Mom recounted, "Don't be the person who makes an attempt to change their mind. Be the one which provides new information so they can make a superior quality call, one that benefits both them and you". Good ole mom, she always knew how to get a sale!
About the Author:
Joe Mangano is at top-performing Sales Leader and Business Developer with experience in Channel and Partner sales. During his highly successful career he has received the Presidents Club Award at HP, 6 Achievers Club Awards and 3 MVP awards. He is the founder of PinnacleSelling.com, an internet site that provides sales people cutting edge sales motivation, selling tips, selling techniques, training and coaching to achieve top performance and results. Unique sales tips can be found at PinnacleSelling.com
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