Countering Objections

You will encounter objections in the course of doing business. Overcoming them is a necessary step to your success. 

Only after addressing objections effectively will you be rewarded richly. .

Often, an objection is merely feedback that the prospect hasn't fully realised the benefits of the product yet.

This can be an indication for you to further help them understand your product and commit to it.

There are two types of objections:

• direct objections
• shadow objections

Direct objections are easier to deal with. Most objections are the result of only seeing one side of the equation, typically the cost involved or the times or resources involved. However, once the prospect realises how they can benefit and that such benefits far outweigh the investment involved, there is no reason to hold back and they will likely proceed to make the purchase.

typical scenarios include:

• Objection: "I have no money"

Counter objection: "If you choose not to invest in this product and see a return in your investment, you will likely continue to feel that you have no money"

• Objection: "It's too expensive"

Counter objection: "How much would you say it was too expensive by?" "If you calculate the difference over the lifespan of ?? years, you will see that the difference is only a few dollars."

Shadow objections are objections that the prospect raises, but are a cover for the true objection.

They may say "I don't like it" and upon further questioning give non-commital answers.

Through the use of diplomatic probling questions, you can establish if there is another reason. By asking specific questions like "May I know what about it you don't like?" or "Maybe I can better understand what you don't like about it" that will help you understand the direct objection.

You can then proceed to address their direct objections.

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