2 Steps to Handle ANY Objection

In this article, we will highlight two critical steps that you can take to handle any objections that the prospect throws at you. 

The three most common objections are:

• Financial
• Spouse/Partner
• Uncertainty

However, no matter the objections, we only follow two steps. 

Overview of the Sales Process

The six phases of a sales process are:

• Introduction: involves the building of rapport and framework.
• Information gathering: flushing out all the information you need to know 
• Transition: a bridge between the question-asking phase and the pitch of what you do.
• Pitch: explanation of what you do uniquely and compellingly.
• Committing Phase: It tells them that the pitch is all they need to get the outcome.
• Objections Phase: the main oppositions they have, the three main objections, are listed above. 

Step 1: Pace and Tie Down 

For instance, you drop the price and say that the investment is just for 10k, and they respond by saying that they need time to think or want to talk to their partner or spouse, or whatever they say, you need to respond by saying, “No problem.” 

It diffuses all the sales pressure. After that, for instance, put money aside, and ask the customer that is the pitch actually what they want and if it can lead them to their desired outcome. In this way, you can confirm if they are “certain” that they want to buy the product. Once certainty is established, you may guide them further about the financial aspect or other issues. 

Outcomes: there are possibly two things that they may say; either they are going to say ‘yes,’ or they may say ‘no.’ Mostly they do not display it directly, but they give an ambiguous uncertain response. 

If they use words like ‘absolutely yes’ or ‘we are surely in,’ you can be sure they are convinced and telling the truth. But you will need to take it as a no if they say things like ‘I think so’ or ‘but,’ like using elongated words and not using that fast cadence tonality. 

Step 2a: What to do When They Are Uncertain or Say No (handling uncertainty- scale 1-10)

If the customer does not give you an ecstatic like ‘absolutely,’ then you must go on a scale of 1-10. You can start by telling them how important alignment is to you. Tell them that if they work with you, your team will be all in and fully dedicated, so they feel good about the process. 

Then move forward, asking that to be 100% sure, on a scale of 1-10, how certain are they about working with you? Anything 8 or below indicates that there is an objection that is keeping them from closing the deal. After a lower score, you need to ask the customer what their objective is, isolate it, and work towards it. 

Step 2B: Double Tie Down to Confirm the Isolated Objection

Then you need to confirm now that aside from the one objection they have stated, anything else is holding them back. You can easily manage and prevent it once you have brought it down to just one complaint. You can do this in a non-pressure and non-sales way. 

You can skip stepping 2B directly if they say, for example, that they are 100% in, but only money is holding them back.