Dealing with objections

If you're a local business owner, you've probably heard of this:

'X does it cheaper'
'It's too expensive'
'I'll have to think about it'

Objections… They suck, but it's kind of inevitable as a local business (especially in a business where sales is necessary). But it can suck worse if they become a cold lead if the objection isn't dealt with properly.

And we don't want to loose leads due to objections, we want to overcome, deflect and make them buy even with the objection.

Now let's get it straight, objections usually happen because something went wrong beforehand.

Whether you didn't get enough information from them, the way you came across, how you framed your product, all of this.

So when dealing with the objection, you need to uncover it, because they are basically lying to you, right to your face.

It's not 'It's too expensive' it's 'I don't trust you enough to give you this amount of money'.

And you uncover this by digging it out by asking them stuff like: 'What makes you say that', 'Totally understandable, is there anything else that is rubbing you the wrong way?'.

Your goal is to find what is actually under the iceberg. Because when you get there, NOW you can deal with what is actually going on.

Hope this helps,

Rickson

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