Backing away from exploring objections is JUST as disempowering for your potential customers as pressuring them to buy.
Let that one sink in for a moment.
You’re not going to say something like, “You need to find the money to work with me, or you won’t be successful.” Right?! Gross. Ick. Blech.
That’s obviously disempowering on SO many levels.
But SO IS, “Sounds like you don’t have the money right now. Okay, I understand – have a nice day.”
One disempowers by pressuring and taking the decision away from your potential customer.
The other disempowers by reinforcing their money fears or their story that they’re not worth investing in.
The MOST empowering approach? The middle ground of actually exploring objections with your potential customer. Lean in, move TOWARD the objection. Ask more questions. Get to the truth of what’s REALLY going on (hint: it’s usually never about the money). And then help your customer think about the decision in front of them differently.
Not pressuring. But not backing away either.
The takeaway here? Being available to explore your customers’ objections IS the most empowering thing you can do on a sales call.
I’d love to hear your thoughts on this! What feels easy or hard about this? Comment below and let me know…
And if you’re ready to feel good about handling your customers’ objections, AND to know how to confidently respond to ANY objection they might throw at you, book one of my 90-Minute Sales Intensives. You’ll walk away from your Intensive knowing exactly what to say to turn your customers’ objections into more yesses!