A brief spoken tip (YouTube video) advising salespeople to slow down when handling objections. The speaker (Christian Polk) recommends pacing, using brief pauses (about five to ten seconds) and allowing silence so the prospect may reconsider or talk themselves out of an objection.
I would say the first thing when it comes to when you start objection handling is go slow, pace yourself. Especially if they're fearful because they'll start to mirror you. So something I do always before I even like. They say they need to think about it. Like I'm gonna take a drink of water, I'm gonna let them sit in that uncomfortability and then like their mind will just start to slow down a bit. And sometimes if you sit there long enough, they'll actually talk themselves out of the objection just gave. You probably shouldn't just wait 30 seconds after every time they tell you need to think about it like five, ten seconds.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
