Imagine you’re having a great sales conversation with someone.
You’re already vibing and celebrating the epic work you’ll do together.
Next up, it’s time to share your offer. Then, they tell you it’s just not the right time.
They’re really busy...they don’t have the time to commit...maybe later…
You’re all and and because you thought it was a match made in business heaven, but now you’re in self-doubt quicksand.
‘Handling sales objections’ is a funny thing.
I’m pretty sure more business owners stress about handling sales objections more than they do about their taxes.
Am I right?
Allow me to offer you a perspective and reminder that will change the game when it comes to navigating those objections It’s not about you.
Pretty much nothing going on during the sales process or in a sales conversation has anything to do with you. It’s all about what’s going on with someone else, the challenges they have, the problems they need help with, and the results they’re craving.
This means that objections aren’t really about you either.
Most entrepreneurs tangle up ‘handling objections’ because they get their human ego and self-worth blended into the mix, which stops listening and service in its tracks.
When you’re wrapped around your own doubts, you (unintentionally) make someone else’s decision all about you and your needs.
That’s when sales starts to feel icky. When you start having thoughts like...
How do I prove I'm good enough?
How do I convince them to buy from me?
What do I need to say to get them to say ‘yes’?
And, this is when ‘handling objections’ gets HARD because you’re trying to solve and heal *your* mindset and personal objections through someone else.
Instead, here’s my invitation to you, the next time you’re having thoughts like this on a sales call…
Pause, and rewind the tape.
Remember, the person you’re talking to raised their hand and said they’re interested in receiving support.
Create a little space to remove *your* brain’s objection from the equation to get curious about what’s behind this phrase instead.
After all, it’s probably not really about how much time anyone has or whether or not it’s the “right” time...I mean, ever notice that we all have the same amount of time and tend to allocate towards the things we choose?
Get curious, if it’s not about time (or any other objection), what’s this really about?
Go a little deeper.
Open the space to talk about what’s behind the objection and story.
Give the gift of helping someone see what’s really going on, so they can step outside their pattern to make an informed buying decision.
The more you can start to see that it’s really not about you, the less you need to prove, push, convince, or find the script of what to say…..the more you can actually see an objection for what it is, uncover what’s really going on, and be of service. And, that service sells.
Remember this business and sales golden rule of thumb: it’s rarely about you. And, the more you can make it about the person in front of you, the easier it is to navigate objections, serve, and sell.
Wishing you your version of success!