If you've been in sales more than a couple of weeks, you've likely been given a handout with a list of “most common objections” and answers to all of them. So learning how to overcome those objections is a big stinkin' deal. Of course, 68 percent of all statistics are made up on the spot…
We all dread that one objection we've never heard before, or the one we haven't quite found the answer for—the one that makes you slump in your seat, gather your things and shuffle to the car muttering something about being too old for this.
My playground for more than two decades has been the voluntary worksite business. The concept is simple enough. The employer pays nothing. What employer could ever object? And yet…
My favorite “catch-all” technique for overcoming objections is the “Obviously you…Just suppose” method. I taught it for years, called it The Superman Technique because it's the strongest answer in the history of answers. It works like this:
Your prospect: “I don't think my employees would be interested.”
You: “Obviously you have a reason for saying that. Do you mind me asking what it is?”
Prospect: “Well, most of them live paycheck-to-paycheck and I can't see them adding another payment.”
You: “I certainly understand that. Just suppose for a minute that wasn't an issue. Is there any other reason you wouldn't want to make it available to them?”
Now you know what you're dealing with. He/she will either confirm that, yes, that's the only issue, or they'll tell you the real reason they don't want to do it. If it really is the “paycheck-to-paycheck” thing, you can blow them away with the affordability and value of your product/service. You can talk about how those employees are the very ones who can't afford NOT to have your product/service.
As my kids would tweet, Best.Rebuttal.Ever.
You can't truly appreciate the confidence this gives you until you're in the moment. There's something about just knowing that you don't have to have all those stock responses ready. You can simply ask a solid question that keeps the conversation going. It takes the pressure off considerably.
There you have it. Do have a Superman in you? Let's find out this week, and see where it takes us.
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