Everyone runs into a “no” every now and then.
Doesn’t matter if you’ve got a great idea, or even a great pitch – no one is inclined to instantly say “yes” to whatever you’re proposing.
If you want to move forward in your relationships, your business, and your career, you’ve got to understand how to overcome objections.
- “We don’t have the money” have you ever heard this one? It’s as common as hair on a dog’s back. The antidote is simple: Help find the money. If you’ve got a product, service or business idea that needs funding to survive (and who doesn’t?), the idea alone is not enough. When you hear “no money”, what that really means is, “we aren’t sure about the value.” Price and cost is all relative to value; are you clear on what that value is? Is that value really phrased in terms of the person right in front of you – not your price sheet, or your own self-interests? The path to “yes” often involves a quest to help find the money – so, What’s your strategy to begin the search?
- “We like the idea – we just don’t believe that you (or maybe your company) can deliver.”Sometimes, people would rather use “the other guys” – I’m talking about the famous name company that everyone knows. Or hire the other candidate, or invest in another business idea, or date someone else. The issue here is trust. The antidote for this objection is understanding how personalization is what really matters. Your solution has to be expressed in a way that overcomes reputation – and that means focusing on the person right in front of you in a way that the “other guys” don’t, won’t or can’t.
- “We can take a look at this next quarter, or maybe even next year.”
No urgency. Have you been there before? Where no one else cares as much as you do, about getting something done? Ouch! “Do nothing” is always an option – but what happens if you sit still? For a person who sits still, the answer is simple: you get fat. You get bored. You miss out on the experiences that you deserve.But you may really like eating Oreos and watching, “Let’s Make a Deal”…while life passes you by. In business, no movement means no growth.The fat gets cut, or the customers go elsewhere.
Opportunities exist for those who take action – and you have to make that action more enticing and more engaging than the status quo. You know what you want to accomplish – but what happens for the person right in front of you if nothing does? It’s not enough to phrase your objectives in terms of your own goals and desires – you have to take a full look at the implications for the people that matter most. And those people are the ones who can say “yes”.
- “We really don’t need this right now.”When there’s no need, what do you do? Fold up your tent and go home? The truly persuasive approach is to know that there is a need – and without moving forward, there are consequences. Have you done your homework, to confirm that last statement? Are you convinced that there is a need, and can you be convincing when the time is right? Expressing a challenging sentiment in a way that doesn’t inspire defensiveness is a real skill, but here are the component parts: you have to know that your client, your team, your investor or your business partner really DOES need this right now, and that means you have to start with why. Persuading through this challenge means you have to answer three questions effectively: Why you? Why this? Why Now? The urgency theme is balanced by the dangers of another choice, and the outcomes of your current proposal. Are you ready for that balancing act? Just remember to focus your outcomes (whether positive or negative) in terms of the other person’s needs and desires. Otherwise, the clock is really ticking…
- The Fifth Element is…YOU. What happens if you don’t really believe in what you’re doing? If you’re going in to ask for a raise, are you completely convinced that your solution is in the company’s best interest? While it’s true that greater results require greater investment, profit objectives always come into play when you ask for something more. The fifth objection is different from all the others; it’s the only one that’s internal. Oftentimes our thinking betrays us, before we begin. Have you ever found yourself saying, “He’ll never ask me out” or “The price is too high – I wouldn’t pay it!” or “I don’t know if I have enough experience to get on Shark Tank!” The fifth objection is not believing in what you really want – getting clear on why your ideas make sense – and understanding how to overcome the common factors that we all face (namely, our experience, talent level, and current pricing structure). The good news is, a new thought is on its way – right now – and it could be the key to changing the conversation. Just because you’re experiencing self-doubt doesn’t mean that you have to hang on to that experience. A new thought – and a new conversation – could be the key to overcoming the one objection that doesn’t have to stop you.
What’s the one objection you are facing right now? Do you always run into the same issue, and how do you overcome it?
Would you like to be more effective at overcoming objections?
Learn more at the Chris Westfall Webinar, on Overcoming Objections. In this free 60-minute session, learn how to identify and overcome the issues that are holding you back. Increase collaboration, improve your career, influence your customers, and maybe – just maybe – she will go out to dinner with you. Learn how to persuade and influence the people that matter most – and stop giving in to objections. Two times are available on August 13, 2015, to fit your schedule.
Register for the webinar here: http://westfallonline.com/webinar