How To Deal With Customer Objection (sales)
By: Nivie Juliet
Tags: Business Strategy, Philosophy, Business, Sales, Self Development

Have you ever had a prospect that says to you,

Oh, I will get back to you? Now, what happened after that?

What happens after they say, I will get back to you.

Do you hear from them again?

Do you hear from them a day later? A Week Later? A Month Later?

Or they ghost of you and disappear and they never get back to you.

This is not so different from when they say to you, I want to think about it. So How do you handle this objection?

First of all, you gotta know exactly what is the truth.

Are they just being polite? Or are they needing a little bit more time to make a decision? Or are they just politely declining and rejecting you?

You have to know exactly what is going on. So when someone, when a prospect says, I will get back to you,

Here are some of the things that I say, that I can teach you that you can say to handle that objection.

Now first of all, when they say that, I am always very upfront, I'm always very direct, I don't like to say, oh, yeah, okay, sure, I can send you more information or when would you like to get back to me?

That’s not what you want to say. So when I see a salesperson, when a prospect says, “oh, I will get back to you,” and the salesperson says,

“Oh sure. Should I call you back? Maybe follow up with you, like next week?” or ‘“can I call you back in a month to see where things are at?”

No, you do not do that because that immediately puts you at a lower status as a closer. So what should you say instead?

Here are some of the things that you could say.

Example: well, I’ll get back to you.

Well, you know what mister prospect, usually when I hear someone says that they’ll get back to me, I never hear from them again.

Exactly, let’s the bottom line this.

“What would it take for you and me to do business today?” you ask the prospect a very simple but profound question.

Then from there, sometimes the prospect would say, “well you know actually, what I need is, I need this information,” or “ I need some references,” or “I need a plan,” or “I need to talk to someone,” Whatever it is, I want the truth.

Now you can go focus on solving that particular problem or handling the objection versus it’s this thing up in the air, that you don't know what exactly are you solving.

Another thing you could say, it could be something like this, where he or she says, well, I’ll get back to you.

Well, you know what mister prospect, usually when I hear that, I’ve been doing this for a long time, when someone says that they’ll get back to me, I never hear from them again.

I mean, you're just trying to be polite. You don't want to reject me, isn't this the case here? Exactly what’s going on.

“Is it the term? Is it the price? Is it the money?” “what part of the deal don't you like?” Assuming we’re not gonna do business lets lay everything on the table.

Tell me, What don't you like about the deal? And then the prospect might say, Well, actually, the price is a little bit too high.

Okay then, Let’s talk about Price. What can we do? What if I can offer you some kind of payment plan? Would that make a difference? What if I give you better terms? What if I can do this?

Okay, what if, what if we can lower the upfront fee? What’s that make a difference? Oh yeah, that would make a difference.

Good! Now we’ve got a Deal.

So you got to look at all these things that are happening, versus take whatever they say and take it literally.

You have to understand this, prospect lay. That’s one thing I’ve learned in the closing.

If they’re Flipping their lips, they’re lying. Prospects lie all the time. They’re not telling the truth, Why? ’Cause they are, They want to protect themselves, they don't want to give you too much information.

They’re afraid that as a closer, you might use their Intel against them. They don't want to be sold. They don't want you to get a commission or whatever it is.

So, you have to know that there is a lot of resistance. You need to cut through the crap, cut through, get rid of smoke and mirror and gets to the truth of what is going on.

I remember when I had written a few books, I was on a call with a client, to hire me for consulting. I was on the phone, and The prospect was saying to me“well you know, mam, It sounds perfect. You know, why don't I do this, I Would go read your book and I would get back to you.”

And I simply turned around and I said, “You know what, Mister Prospect, I wrote the book. What would you possibly get from the book, that you cannot get from me in person?

So let’s bottom line this.

What would it take for you now to do business today? Not Tomorrow. And then he says, “well, you know what? Actually, Nothing. Let’s Move Forward.”

And boom, I closed that deal. Sometimes it’s just asking a couple of questions and that’s all you need to close that sale.

You see, here’s what I believe in, there are a lot of different sales trainers and sales gurus, and I'm not fucking guru, by the way, but they’re like, all the sales trainers, where they teach you, here are 10 different ways you can handle one objection.

My high ticket closing methodology, My philosophy’s the opposite. I Prefer to know one way to handle 10 objections versus 10 different ways to handle one objection because I don't want to be Memorizing so many lines and scripts when I'm closing and I'm connecting with a prospect on the phone.

Versus I keep it very, very simple. If my way of Handling Objections is good, are effective, Why I do I need so many different techniques and so many scripts?

Shouldn’t one way of Handling Objections to be able to Handle Multiple Objections? That’s My Philosophy.

So it’s doesn't matter they gave me the objection A, objection B, C, D, E. I kinda Handle it the same way. The way I would handle I want to think about it or

I’ll get back to you, it’s very, very similar. I might change a couple of questions, a few words here and there, but it’s basically the same thing. It keeps My life very, very simple. It makes my life as a closer much, much simpler and I can close that sale with ease.

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