Overcoming objections is far easier than you might imagine and I can boil down to 4 easy steps for you.  

1. Hear the Objection
2. Repeat the objection back
3. Ask questions to get to the "Pain" of the objection.
4. Give solution to the pain.

 Let me address each of these steps briefly:

Hear objections:  Whenever an objection occurs in the sales process, don't let it catch you off guard and get you flustered.   ALWAYS take a few seconds after the objection to absorb what you have just heard.  In some cases the client will actually start talking again and give you further insight into what the true "pain" of the sale is. 

 Repeat the objection back: after a few seconds, pause repeat the objection back to your customer and make sure you truly understand what they are telling you.   Ex. "So what you are telling me is that __________".    By doing this you are accomplishing several things.  First your customer feels that you care enough to make sure you understand them and you are giving them the opportunity to add something or correct you if you are misunderstanding.  This is a big step in building the right rapport with your customers.  

 Ask questions to get to the "Pain" of the objection: An objection is never as it seems.   If someone is telling you that the payment is too high, it is not the payment that is keeping them from buying; it is the true emotion behind the payment being too high that is.  This is called the pain.   IF YOU ARE NOT GETTING TO THIS EMOTIONAL ATTACHMENT, YOU WILL RARELY OVERCOME THE OBJECTION.  You must ask questions to get to the "pain" EVERY TIME THERE IS AN OBJECTION.  (We will cover this more in depth next week in Part 3).

PAIN IS NOT A REASON IT IS AN EMOTION!

Give solution to the pain: This is where the objection is overcome, or the sale is lost.  Once you determine what the emotional "pain" is, you MUST link yourself to the solution.   If the pain is sadness, then you must be the answer for happiness.  If you can't provide this solution, then you are not going to close the deal and it is time to move on.  

 Keep practicing these steps on every sale this week and notice your conversions start to increase.      

 Tune In Next Week:  We are going to cover the way to get to the true "pain" of a customer and how to use that to leverage you over the top and win the sale.

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Happy Selling and have a great week!