This is a reprint from one of my business coaches. Just had to post as it rings true to all professionals especially as it will get more competitive as the market picks back up.
One of the technical mistakes many salespeople make in objection handling is using the word "but". They make a statement to acknowledge the prospect's views or feelings that closes the gap between them and the prospect. The problem is they often use the word "but", which blows up the bridge between you and your prospect.
We say things like: "I see where that would cause you a concern" or "I understand your concern in this area." Then we make the mistake of adding the "but" at the end of those phrases. The "but" negates everything you have said before. It says clearly to your prospect that "I see your point of view, but you are wrong" or "I see your concern, but I don't care; I just want to make a sale".
To get beyond the "but" use "and" as the linking word. We are trying to turn them, and the word "and" does a more effective job because it's more conversational, less antagonistic, and it's softer. You will still get your differing view across without the disingenuousness, contradictions, or problems that "but" brings up.
Other salespeople will try to be sophisticated by using "however" instead of "but". I don't advise that tactic. In the end, "however" is really a dressed up "but". It's "but" with a bowtie!
Comments(1)