BRX Pro Tip: Smarter Objection Handling
Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, what is your take on handling objections?
Lee Kantor: I think handling objections is super important, especially for a new person in business, a new business coach, or a new person who’s in the professional services.
Lee Kantor: I think a way to do this well is you’ve got to kind of get ahead of it. You have to kind of write down any type of objection that you can possibly imagine occurring and have an answer that’s at the ready to kind of counter whatever that objection is. I think that that’s the starting point.
Lee Kantor: And once you’ve done that, I highly recommend taking all of that content you’ve just created and putting it on your website as Frequently Asked Questions. This is one of those things that you should be adding to this list as new objections happen, and add them to your Frequently Asked Questions, because people are going to check you out online before they’re going to call you or have an interaction with you.
Lee Kantor: So the more objections you can handle ahead of time and put on your website, the better. Your future you will thank you for all of this effort, because not only is it useful for you to educate and inform your clients about what you do and how and why you do it, it’s also going to help future you when you hire a replacement, because now your replacement sales person is going to know all of the common objections, and it’s going to be a lot easier to train them to be effective faster because they’re already going to have have an opportunity to read through all of the different things that people typically object to your service about. So that by itself is useful.
Lee Kantor: So by proactively answering common questions and objection handling, this is going to help you educate and inform your prospect, and it’s going to help you close deals faster. And also, you’re kind of doing some training ahead of time before you even need that salesperson by writing all this stuff down ahead of time.
Lee Kantor: So I highly recommend, especially if you’re new to this, write down the top ten objections on a piece of paper. Ease those concerns publicly and watch those nos transform into Let’s Talks. And smarter objection handling isn’t just a tip. It can be your new secret sales weapon if you deploy it elegantly and properly.
