Loading Let me ask you this: Have you ever had someone wave or honk at you and start waving and you instantly started waving back thinking to yourself, “Who in the heck is that person waving to me…” only to look behind you and see someone else waving to them and then looking at you in a weird way.
Well, it has never happened to me….just kidding, it actually has.
Why do I bring this up? Well, it is interesting to see how we’ve been trained and conditioned to respond to certain situations in life.
Someone waves, we wave back. Someone puts out their hand for a handshake and we put out ours.
Can you build this automatic responses into your business?
Now you gotta be careful here because it is easy to begin to manipulate people and you should always have their best interests at heart. Yet you can tape into the brain of people in your marketing messages and your sales processes so that you can know, ahead of time, what someone will say to a statement you make, and then overcome that.
One quick thing you can do, that few people every do, is make a list of all the objections or reasons why people will not buy your product or service.
Now, work on creating a solution to everyone one of those.
Next, depending on the situation you can bring these up in your presentation and answer them first, or you can let the prospect bring these up. Like I said it does depend, but in my experience most of the time bringing these up yourself is better than letting the prospect bring it up. Why? Because the brain looks for things that don’t make sense, so if your prospect brings it up then you have to “overcome the objection” according to traditional sales people.
I would much rather bring up the problems myself and answer them first, that way people don’t get that “a ha!” feeling or “I knew this was too good to be true” feeling. Furthermore, if you bring them up yourself it lends you credibility because you bringing these potential objections up front.
Like with everything you have to test and track these things to make sure they will work for your business and your situation, but if there is generally always 1 or 2 big objections you get in your sales process then work on this.
It does nobody any good to ignore the elephant in the room, because the elephant ain’t going away and before you know it the elephant will take a big dump and stink up the room — so you might as well acknowledge it.
BEEP BEEP, (you waving awkwardly…)
-Matt
