FROM THE DESK OF PAMELA BRUNER
3 HIDDEN Reasons That Sales Objections Happen
FROM THE DESK OF PAMELA BRUNER
3 HIDDEN Reasons That Sales Objections Happen
You want to close more sales, and bring on more clients, right? (Who doesn?t!)
You may have heard about different ways to overcome objections like ?I can?t afford it? or ?I have to think about it?.
You want to close more sales, and bring on more clients, right? (Who doesn?t!)
You may have heard about different ways to overcome objections like ?I can?t afford it? or ?I have to think about it?.
It?s actually rare that people truly can?t afford something. And ?I have to think about it? usually means ?You?re asking me to make a decision and I don?t WANT to think about it now.?
So do you know the 3 hidden reasons that sales objections happen? Knowing these can make all the difference!
Hidden Reason 1: Lack of Clearity
When your prospect isn?t clear on the problem, or what you?re offering, that?s a reason for an objection. Here are all the ways that someone might not be clear.
1. Lack of clarity on the problem.
Particularly in transformational or service-based work, what seems to be the problem (the symptom) is usually not the underlying problem. If someone isn?t clear on the problem, they?re less likely to be sure about moving to solve it.
One example of this is someone who wants to attract a partner or soul-mate. They may need to learn to love themselves first, but may not be aware of that, and so won?t be interested in solving that problem.
2. Lack of clarity on what?s needed to solve it.
I can?t count the number of times that someone has told me that they need Facebook ads to attract clients, but they don?t have a good brand, a solid offer, knowledge of how to sell? Of course, if they don?t have those first, the ads won?t do them any good.
Your prospect probably isn?t the expert on what they need, and if you haven?t clearly explained to them what they need and why, they?ll not be open to your offer.
3. Lack of clarity on what you?re offering.
You?re enthusiastic about your offering, of course! But sometimes enthusiasm gets in the way of making sure you explain it clearly to potential clients. Explaining the features (how much time of yours they?ll get) is not as important as explaining the benefits (the transformation that is possible for them while working with you.)
For more tips on overcoming objections, and the hidden reasons, be sure to register for my LIVE training ?Sales Secrets for Attracting High-Paying Clients?!
Hidden Reason 2: Fear
When prospects are considering a transformation, there can be a great deal of fear involved.
Here are some of the things they may be afraid of:
1. Afraid that it won?t work, or won?t work for them.
This is very common, especially with people who have tried to overcome a problem in multiple ways. They get more and more skeptical with each new effort.
Sharing with them the cost of NOT taking action is often an effective solution. If they don?t take action, then they absolutely won?t get what they want!
2. Afraid change will happen, but it won?t be the change they expected.
This is similar to being afraid it will not work. This is fear that the results may be mediocre, or take them in a direction that they didn?t want to go.
3. Afraid of the change itself.
Sometimes when people achieve a transformation, it brings its own challenges. For example, someone who loses weight may then be more attractive to potential partners, and this can cause fear. Someone who becomes successful in business then has to content with what that success means.
Hidden Reason 3: The Lack of Self-Worth
The third hidden reason is the most difficult to overcome. Most of the ?I can?t afford it? objections center around the challenge that your prospect doesn?t believe that they are worth spending that amount of money on themselves.
Everyone has a ?money setpoint?, which is the amount of money they believe it?s reasonable to pay for something. If the service you?re offering to a prospect exceeds their money setpoint by a little bit, you?re probably fine. If it exceeds their money setpoint by a lot, you may need to make another offer, or find a different prospect.
Alternately, you can work to help them believe that they?re worth stepping into this transformation. That?s powerful work to do.
It?s great to have tools to overcome sales objections. As you speak to prospects, being able to figure out their hidden objections makes you that much more able to support people in moving into overcoming their challenges by hiring you!