In sales or in life you will hear the hesitation in the voice of the customer or client. There isn’t really a need to sit rehearsing how to overcome objection after objection but there is definitely a need to know how to present the facts in the face of them.
8 out of 10 objections are simply opinions and the other 2 are decisions. Opinions can come from a lack of understanding or simply from a lack of interest. Most often the lack of interest in a product speaks volumes about the customer.
Picking for clues by asking which features the customer was hoping for might be perfect or perfectly arbitrary if in reality the customer is one of those other 2 out of 10 who really doesn’t intend to buy anything.
Even in response to what you do someone will occasionally have to voice a negative opinion. Unlike in sales where we are dealing in potential sales in life we are just dealing in people. I have heard many objections to what people do and I have always felt fairly confident that it’s all a matter of presentation, much like in sales.
- Anyone can be a writer
- Anyone can build a website
- Anyone can suggest answers to try
- Anyone who knows about computers could say that
I suppose much of this could be considered true on the surface however I’ve written 5 star books which have gotten me award nominations. Built websites that were succesfully used as platforms to strategically increase people’s networks. Offered and implemented solutions for businesses that saved them possibly millions of dollars. Developed and designed customizations in operating systems that allowed them to work on targeted systems with exacting precision.
Sure anyone could do that if they followed me around and learned how to do it.
Nevermind my story though, ask yourself how you must present your own in ways that overcome objections in this same way.
Whether you are writing an elevator speech or explaining what you do, don’t quietly try to explain for 2 hours what it all means. Knock that objection out of the park with the kind of pride that you have deserved all along.
If that ultimate objection arises
If after all is said and done you find yourself the subject of someone’s attempt to scrutinize who you are or what you do just spin the table, flip the script, call them out on their attitude.
“Hey listen, we could sit here finding problems with everything you do too, after all we learned that in gradeschool.”
Remember, you aren’t really dealing with professionals most of the time. On a good day you deal with people who are good at something, maybe 2 or 3 things. You really just have to be good at what you do and damn good at presenting it.
That’s my opinion but I presented it well I think.