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Do you handle a sales objection like most coaches?

• Say, Oh Darn! There goes another one. And then curl up in a ball.
• Or, Argue to prove that you are right.

Both approaches usually end up with the same result, no sale.

Turn Your Prospect’s Objections into a Leverage to Move Him Where You Want Him

Sales can be a little like Judo. When you struggle AGAINST your opponent frequently you get your struggles used against you. But when you use his pushes and struggles instead of fighting them you’ll win the match every time.

I met with one of the top real estate agents yesterday. He and I had talked off and on for some time. Although he was open to discussing coaching and getting some help, mostly I’d say that he already knows he’s at the top of his industry, so, he believes that anything I typically do, he can do for himself.

Knowing what your prospect believes and then helping him take that to another level instead of arguing with him, or even “giving up” on this client will result in not getting a new client.

As we were talking, I was asking questions to understand his beliefs better.

One of the tools I use is to show a prospect just how many people are actually looking for them. That’s available on Google as “Google Keyword Tool.” Frequently, when someone says that he’s stuck, or that “no one is looking for him” I’ll show him just how many are. No arguments, just a tool to help him get what he wants which shows him that just maybe I’ve got some tools that will literally explode his business.

In any case, after showing him how many were looking, he revealed another belief. He said, “As a realtor, I build my business on relationships, and you just can’t do that with all of those fancy marketing tools. You’ve just got to get in front of those people personally, face to face.”

I could have argued my point of how good these tools are or how I could help him do it another way. Instead, I responded with, “If I could show you a way to do exactly that with your business and put it on autopilot where you won’t have to spend all of that time face to face, they would start coming to you instead of you going to them, would you be interested in exploring that?”

Zing, I have a client. No arguments. It’s all about helping him get what he wants, not helping him with what you want.

Helping Him Get What HE Wants Instead of What I Want for Him

Here’s a different way to look at dealing with an objection. Most of us work from the perspective of the Golden Rule, “do unto others as we’d have them do unto us.” Of course, keep in mind that that is still “from your perspective” not theirs. In other words, when we believe we have the answer, and that it is in their best interest, then we’ll argue to prove our point. It’s still our perspective.

The Platinum Rule, however, states “do unto others as they’d like to have done unto them.” This time it’s their perspective not ours. That means that we start by understanding them and help them get what THEY want, not what WE want them to do. Sometimes it all ends up at the same place, and sometimes not. But, in any case, you’ll become their helper, their advisor, not someone arguing with them.

I’ll be the fist to admit that when I am sure that I “have the answers” I tend to “prove my point” which easily becomes an argument. So, when I sense that I want to “prove a point” I force myself to stop and look at it from HIS perspective, and how I’d help him move positively toward that.