OVERCOMING OBJECTIONS FROM PROSPECTIVE CLIENTS
In this episode of The C Word podcast I talk about overcoming client objections from new prospects and enquiries.
I’ll get in your ears about:
~ The 3 pivotal points in the sales process to effectively tackle objections
~ How to get closer to your prospective client to understand what their objections might be
~ The most important skill when it comes to overcoming client objections
~ My tips for overcoming the 3 most common objections from potential clients
~ Key considerations for structuring you discovery calls around objection handling
I’m going to caveat this episode by saying you can’t, neither should you, make someone do something they don’t want to do.
And this is an important distinction, because it reframes objection handling.
Objection handling isn’t about sleazy salesman tactics and persuading eskimos to buy snow!
If you assume the person you’re talking to is there for a reason, they have a problem they think you can solve, they’re drawn to you in some way, then objection handling is about offering clarity and answering questions honestly and with integrity so they can make a confident and informed decision.