Overcoming Objections
Just read an article in the February edition of Toastmaster Magazine about overcoming objections. As managers we often have to sell an idea to the boss, to our customers, and even to our team members. The author, Sam Silverstein, offers up some techniques, a subset of which follows:
- Prepare for the objection – Think about the most likely objections and prepare responses for each.
- Look forward to objections – Listeners that object want to know more and they guide you to the information they need.
- See their point of view – Put yourself in their shoes.
- Keep the customer’s needs first – It’s all about the customer. Frame your responses to benefits them the most.
Joe Kerr: I don’t sell my team, I tell my team. I don’t sell my boss, I compel my boss. I don’t sell my customers, I impel them. As for my competitors, I just give ‘em hell!
Wanda B. Goode: I like the first one the best. Preparation is so important. We complain when our ideas don’t get adopted. We tend to blame everyone but ourselves. We get so pumped up about an idea and then get blindsided when others don’t see things our way. We need to think of the objections as well as the benefits to all stakeholders and then prepare our presentation and responses accordingly.
Here are a few related posts.
Overcoming Sales Objections
Overcoming Objections 101
Overcoming Objections by Turning Them into the Fuel for Selling
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