Influence Understood

Ep 20: Why Do I Get SO Many Objections?

Listen Later
Episode 20
Why Do I Get So Many Objections?  (And What To Do About It!)
Show Notes:

Recap of last week:  No Connection = Ugly Surprises At The End Of The Sales Cycle!

What are the two types of objections?

  1. Objection Mode
  2. True Objections

    3. Common causes of objections:

    • Not focusing on the prospect
    • Self-serving presentation
    • Lack of connection
    • Pushing the prospect
    • Prospect doesn’t think you care about their outcome
    • Using language that puts you in a “bucket” you don’t want to be in
    • Using your industry/office jargon instead of theirs

      • How do I reduce the amount of objections I encounter?

      PROTIP: They more YOU talk about YOU the less THEY care!
      Weekly Challenge:

      Create an objection journal!

      In your journal catalogue the following items:

      1. Objection- What was the actual objection?
      2. Situation- What was happening when you got the objection?
      3. Rebuttal- What did you try to overcome the objection?
      4. Outcome- What happened?

        5. Every time (EVERY TIME!) you get an objection document it in this journal.  Every week (I like Fridays for this) review and look for patterns.  The Objection Journal is an extremely powerful self diagnosis tool that improves dramatically the longer you use it.  It will help you to learn what dialogue you are using that causes objections as well as what rebuttals you are effective at using.

        If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.

        As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!

        Thank you,

        -G

        www.influenceunderstood.com

        Strategy ~ Growth ~ Success
        ...more
        View all episodesView all episodes
        Download on the App Store
        Influence UnderstoodBy Gerry Gadoury