Why you need to STOP focusing on “overcoming” objections. Part 3
This series started out with the first post on the basics of why we need to stop focusing on overcoming objections, then in part two we covered the perceived objection, or objections that exist in the in of the sales person. now in part three we will cover objections based on fear or emotion.
In this very short article I am going to share one of my favorite tools for overcoming obstacles based on fear or emotion and that is Feel – Felt – Found. I use this tool so much and so effectively that my friends and co-workers sometimes joke with me because it sounds silly, but it is a very effective tool in the right situation if used sincerely. This is how it works:
Your client says “I am afraid I can’t XYZ because of ABC.”
Like overcoming any other obstacle, the first step is to clarify by asking a question hat confirms you are in complete understanding of the issue.
Frequently when fear is the cause of the obstacle what you really have is a stall, not an objection. Typically all your client needs is a little reassurance that everything will be ok, and if that is the case I will respond with something similar to this:
I can understand how you feel. Many of my clients have felt that way, but what they have found is (insert benefit statement here).
To give it to you in the form of a joke I have herd on a regular basis from friends…
Me: I wish I had more time to write on my blog…
Friend: I can understand how you feel. Many others have felt that way before, but what they have found is that by drinking more coffee and sleeping less you will have no problem getting your scheduled blog posts out on time!
I know that was a silly example, but it’s a simple model that is flexible and easy to follow, and when fear is the obstacle you should try it… It works!
I look forward to seeing your comments here on the blog and more substantive discussions in the forum.
I hope everyone has a good weekend and a happy and productive week!
-Brad
In this very short article I am going to share one of my favorite tools for overcoming obstacles based on fear or emotion and that is Feel – Felt – Found. I use this tool so much and so effectively that my friends and co-workers sometimes joke with me because it sounds silly, but it is a very effective tool in the right situation if used sincerely. This is how it works:
Your client says “I am afraid I can’t XYZ because of ABC.”
Like overcoming any other obstacle, the first step is to clarify by asking a question hat confirms you are in complete understanding of the issue.
Frequently when fear is the cause of the obstacle what you really have is a stall, not an objection. Typically all your client needs is a little reassurance that everything will be ok, and if that is the case I will respond with something similar to this:
I can understand how you feel. Many of my clients have felt that way, but what they have found is (insert benefit statement here).
To give it to you in the form of a joke I have herd on a regular basis from friends…
Me: I wish I had more time to write on my blog…
Friend: I can understand how you feel. Many others have felt that way before, but what they have found is that by drinking more coffee and sleeping less you will have no problem getting your scheduled blog posts out on time!
I know that was a silly example, but it’s a simple model that is flexible and easy to follow, and when fear is the obstacle you should try it… It works!
I look forward to seeing your comments here on the blog and more substantive discussions in the forum.
I hope everyone has a good weekend and a happy and productive week!
-Brad
Tags: concerns, objections, obstacles, sales
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