Are top salespeople successful because they get lesser objections? Or are persuasive communicators charismatic because they don’t get lesser objections? No.
Rather, they are successful because they have mastered the techniques to turning objections into sales.
First of all, one of the biggest mistakes that most people make when they handle objections… is to use the word “but”.
Why? Simply because the word “but” breaks rapport and brings up the defense of the other person.
And when is the time you’ll get lots of “but” in a conversation? When two people are in an argument and they are out of rapport. Instead, use words/phrases like “and”, “at the same time”, “with that said”. Compare these two scenarios…
Scenario A : Client: Your product is expensive. Salesman A: I know it’s not cheap. But it works two times faster than other similar products in the market.
Scenario B : Client: Your product is expensive.
Salesman B: I know it’s not cheap. And it’s only because it works two times faster than similar products in the market. Which answer maintains the rapport better?
It’s scenario B, isn’t it? To bring it a step further, the best way to maintain the rapport is to first agree OR acknowledge that the objection is a valid concern. “I know the product is expensive” is an agreement. “I understand the product is expensive” is an acknowledgement.
(It does not necessarily mean that you agree) Now that the rapport is still in existence, what’s next? How can we turn the objection into sales? The answer is in a NLP technique called…