Larry Weidel breaks down how to handle the three objections that kill sales: "don't need it," "can't afford it," and "I want to think about it." Address them early and often in your pitch, then use the "feel, felt, found" formula when they come up anyway.
Let's talk about overcoming objections. There's three main objections people have in sales and that is don't need it, can't afford it. And what's the third one? I want to think about it, please. Now, if you've got a brain, you're going to have. What are you going to do? How are you going to get past these things right here? You're going to go over here and you are going to answer these. The best way is to answer these in advance. When in your presentation. Several times, you know, at various times, not just one time, but you'll have things built in. You'll raise it, say, some people know that. They say, well, do I need this? You know, you'll cover the need. You'll come back to the need and say, well, how do you even afford things like that? People say, well, and then you give. You might have a story of how you might show them how they can afford it without talking about their situation. But you're going to deal with your presentation is a loser, folks. If all you do is brag about your product and you don't handle the side of your client needing it. This goes back to the question thing about asking them questions. Help them realize that they need it. Help them realize they can afford it and help them realize that the think about it style stage, either they don't have to think about it, they've already thought about it, or maybe there is a on contracts, a lot of contracts now today the law has built think about it periods of time in there and you bring that out. So it's not a barrier to doing business at the end. So you knowing these are the three biggest, don't be shocked. Shocker. They said at the end I don't need it. Well, you dummy, you should have solved that during the presentation. Well, I can't afford. My wife says we can't. Well, you should have gotten that. You should have handled that. You don't want to have to be dealing with that at the end. But there's always going to be some out of left field objection that people come up with. And so even though you're going to try and answer these and any other that are common to your product or industry, you know where they are. There's not a book of 7,000 common objections. There's always just a very limited number. And so you want to build those in the presentation. But now if all Elks fails and they still come up with this stuff, or more likely they bring one out of left field that nobody in their wildest dreams could imagine they would have brought up. While you are staggered with their, let's just call it all kindness, stupidity. Or let's say no, let's not call it that. Let's call it confusion. And you want to help them through this. Here's what you say. I know you use feel felt found. And this is how people want to. People who wind up doing business with you want to know that you understand where they're coming from, no matter how off base it may up here. And you can relate to it. And there is some validity to their concerns. And then you can answer, they can relate to you. It's not a barrier to them buying and it's not a barrier to the relationship. So you say let them know. And you probably, you know, you've gone through say, I know how you feel. I know how you feel. See, they're feeling something. That's why they brought it up. It's bothering them. You can't just hit it with a hammer, make it go away. It doesn't matter if it's smart to bring that up. It doesn't matter if it's dumb to bring that up. They told him. But it's creating an emotional objection. It also is telling you they really would like to buy the thing. Otherwise they just say get out. But you know, they've got this hang up. I know how you feel. I what's the next thing? Felt the same way. I've been there, brother. I've been there, sister. I felt the same darn way. But miraculously hallelujah. Chorus comes in. Here's what Larry found. You know, everybody's got misconceptions in life. Everybody has been gotten advice or been told about things by people who don't have any knowledge. And so you come up with, you know, incorrect ideas. You don't know the truth. So you can go through these stages. But here's what I found. I found out that it really wasn't that way and I really could do it this way. And I found out what I thought I did want that no, that I really did want. And so feel felt found is the single most powerful way to get past those last objections that people always seem to come up with that in your wildest dreams you could have never predicted, plan for or even trained for. And it gives you a tool for maintaining your friendship and your relationship and your comfort level with them and not letting that objection become a barrier and helping them work through it in their own mind where not only can they do business with you, but they can do business with you in a way where they can feel good about it and they'll keep the product. Those are some quick ideas about overcoming objections.
