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A mistake most salespeople make

A mistake most salespeople make

The other day, I posted a TikTok about the #1 reason your prospect says, “Let me think about it,” in the sales conversation.

If you missed it, you can click here to watch that TikTok video.

Now I’d like to dive a bit deeper into this concept.

When most salespeople are approached with this objection ("let me think about it"), they view it as a bad thing.

Most people view objections as roadblocks to the sale.

But really, they’re not. The truth is, objections are inevitable. And they’re a natural part of the sales conversation.

As I mentioned in the video, all objections are simply smokescreens for uncertainty.

Instead of viewing objections as hurdles to the close, I like to think of objections as more of an opportunity. An opportunity to create micro-agreements in the mind of the prospect so that you can take them from a “no,” or a “maybe,” to a “yes.”

If there’s something I’ve learned over the last 35 years working as an entrepreneur, it’s this:

When prospects bring up objections, the last thing they want to do is argue with you.

It’s not your job to meet their objection with your argument on why they’re wrong and why you’re right. All that does is break rapport.

People don’t like to be talked at. They like to be heard, understood, and listened to.

So instead, it’s your job to put the objection aside and to simply say something like:

“I hear what you’re saying, Jim. But let me ask you something. Do you like the idea? Does the idea make sense to you?”

And that way, instead of assuming what they’re thinking and telling them what you think they want, you’re actually asking them if they - themselves - like the idea.

Instead of talking at them, you’re including them and their point of view into the conversation.

And once they say yes, you have enough rapport to start building their certainty again.

The ball is then in your court.

So next time you’re met with an objection, don’t freak out. Take a deep breath and center the conversation back to the question:

“Do you like the idea? Does the idea make sense to you?”

I hope this tip helps you in your next sales conversation.

If you’re interested in diving even deeper into sales – without spending a dime – I’d like to invite you to join me for my 4-part Sales Training!

Pre-registration has opened up, so be sure to take advantage of it and to block your calendar off for October 8, 15, 22, and 29.

Once again, you can click here to sign up.

Let’s all grow in sales together!