"Handling Objections?"

I recently read some advice about how to 'handle' objections...

(which in itself is the wrong mindset, but that's for another post).

It said you should never 'question' into an objection for fear of 'confrontation'...by trying to convince them it's the wrong decision.

I had to do a double-take.

A 'fear' of upsetting prospects is why so many salespeople fail to uncover the truth.

Now, there are some questions which might rub people up the wrong way, but the very thing you should be doing is clarifying EXACTLY what is meant by a 'perceived' objection.

In actual fact, it may not be an objection at all.

It could be -

- A legitimate concern

- A statement of fact

- A misunderstanding

- An observation

The one thing you need is clarity.

And the only way to get that is through questioning.

Good questioning.

And tone matters. Massively.

Imagine responding to:

"You're expensive."

with...

"What do you mean we're expensive!?"

Or

"Compared to what?!"

...clearly these will cause you problems.

Instead, you could say:

"We're certainly not the cheapest - but do you mind if I ask you a blunt question?

"Sure"

"Is price your main criteria, or do you just not see the value here? Please be frank, I promise I won't be offended."

Clarifying questions, asked in a non-threatening way, are critical for getting to the truth.

They create an atmosphere of openness, transparency & trust.

Without them you'll be fumbling around in the dark, most likely addressing the wrong issue altogether.