The following comes from Executive Consultant Julius
Weems-the man behind Team Achieve 526.
This piece puts into perspective some of the challenges we face as a
small business and wanted to share with other small business owners. This was part of a recent email to the
members of his team-including GET LLC and we felt strongly that we should pass it along to you
all.
Julius recently said that imagine you are deep in
conversation with a prospect and everything is flowing really well. Suddenly
you are hit with an objection. Your immediate thoughts may be, “Where the heck
did that come from?” Understanding where objections come from will help prepare
you to handle every objection effectively.
He remarked that when a new prospect raises an objection or
asks a question, oftentimes it is based on some general knowledge, hearsay, or
something they just happened to pick up in conversation.
With that background in place, let’s discuss how you handle
those objections when they do arise. If you get this part wrong you’ll greatly
reduce your chances of closing the prospect to take a positive action.
Remember that:
- You’re not there to win an argument.
- You’re not there to create an argument.
- You’re not there to get mad.
- You’re not there to feel guilty or go on the defensive about some general comments the prospect makes, based on hearsay.
Not easy at times – especially when handling objections made
by family or friends. Such situations can really get out of hand. You have to
be able to rid yourself of the mindset that you have to win. You have to answer
keeping one very important thing in mind: The only purpose of handling an
objection is to help your prospect get past what’s currently stopping them from
getting what they want.
Julius reminds us all to make sure that all your
conversations are for their benefit. In this way, you will do far better
because they will then trust you and trust what you say. By giving them answers
that help them – not you, you will win their trust in you.
Again to find out how to turn on the cash flow whenever
someone uses electricity and gas at
http://getllc.myambit.com/start-a-business/energy-526.
Looking for additional income opportunities? Ask us how.