BRX Pro Tip: Document How to Meet Every Objection
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, you know, sometimes, when we’re trying to market our products and services, we get questions, we get resistance, we get outright objections. What are your thoughts on being prepared to overcome objections?
Lee Kantor: [00:00:21] Well, I think objections are a good thing. It helps you build a case for why your service is effective. But something to understand if you’ve been in business for any length of time that you’re going to get similar objections over time. And it’s really worth your time to just, ahead of time, brainstorm every possible objection someone could possibly have when it comes to buying your service and document all of the ways to counter those objections.
Lee Kantor: [00:00:53] So, you have the objections, you have the counter to the objection, and just keep documenting this over time. So, you get the common ones, you get the weird ones, the unusual ones. And when you do that, now, you have something that you can give to your whole team, number one. So, if they ever run into this at, you know, even in a social situation, they’ll have an answer. It won’t be like, “I don’t know.” But also, it’ll help you train future salespeople because they’re going to be ahead of the game. They’re going to really know intimately how to handle kind of the majority of the objections they’re going to get, you know, when they go out there to try to sell somebody something.
Lee Kantor: [00:01:32] Another benefit of documenting it is I’d put it on your website as a frequently asked questions and get ahead of it because most people now are researching you before they even want to talk to you. So, if you can handle most of the objections just as a matter of factly as a frequently asked questions, you know, you’re going to be that much closer to a sale.
Lee Kantor: [00:01:52] So, objections shouldn’t surprise you. And equipping your entire team with the answers to overcome all of these objections will put you in a better position to sell more.
