Lose the commission breath!

“We already have a solution.”

- 'Here's a 3 step process for handling this objection'...

Empathise - Validate - Offer

Yet another carousel from an 'influencer' about how to handle this 'objection’…

But there's one major problem with this advice...

This is NOT an objection.

It's the truth.

So is it any wonder salespeople get such a bad name?

Frantically trying to 'overcome' this objection (the truth) from a carousel they saw on LinkedIn the previous week.

It went on:

'Don't go into 'objection handling mode until you acknowledge the prospect's response. This lowers their guard.' (how strong is the commission breath?)

"Then ask: "I hear the pros are X and the cons Y. Would you mind sharing what your experience has been?"

Why would anyone want to 'share their experience' with a random salesperson on a cold call?

It finished with attempting to close them for a meeting to demonstrate how much better they were.

Imagine...

Salesperson: 'What's your name?'

Me: My name is Scott.

Salesperson: 'I understand that...it's a good name & sounds like your parents picked well. I hear from other Scott's that they find the pros to be X and the cons to be Y. What's been your experience?'

But what if it was something else, such as Jack? I'd love to share how others benefitted when they changed their name by deed poll. Do you have your calendar handy?'

How about being human and just having a normal conversation with no attachment to the outcome...

Are they happy? Were they the ones instrumental in bringing them in? How close are they to the solution? Is it within their remit? How long have they worked together? Are there any gaps?

Of course, there's a way of having this conversation which sounds natural and not like an interrogation - the key being to drop any attachment to an outcome. You just want to know a bit more about their situation.

Not forcing the benefits down their throat with some kind of 'Feel-Felt-Found' approach from others in order to book a meeting.

#objection #sales #salescoach