Christian PolkYour Friendly Neighborhood Sales Trainer

You're Overcome Fear Objections Wrong #objection #salestraining #salescoaching #sales #salestips

14 Jul 2024

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Short sales-training monologue by Christian Polk (YouTube) about handling fear-based prospect objections. Polk argues salespeople should help prospects overcome limiting beliefs and fear rather than respond combatively; he highlights a common pattern where reps react defensively to "think about it" objections and suggests a different, more empathetic approach.

So a lot of times when we get to the end, like, we don't know how to actually overcome it. Because I hear some people say that if a prospect gives you something like fear, think about it. It's our job as sales professionals to help people overcome their limiting beliefs, overcome their fear, and help them change. Because if they don't change, they'll get more of the same, more of the pain that they're in. The problem that I see oftentimes is people are taught to handle fear in a very combative way. So they get a think about it objection, and they go right for the kill. Well, what do you need to think about? Or because they've had a good conversation up until that point, when they get to the end and somebody tells them that they need to think about it, they get offended that they would even give an objection to begin with. Why.