Simple Objection Handler

Objections are: Anything that does not move into your desired direction.

Conditions: Any objection that can not be solved between you and your prospect. Conditions are lack of money, lack of authority, genuine lack of need, physical limitations, etc.

Pattern of Simple Objection Handler:

  1. Recognize objection - sounds simple but we overlook lots of objections in our day, especially non-direct objections such as stalls and diversions. A stall might be, "I’ll have to think about it" or "I am working on it". A diversion might be changing the subject or answering as if the question were different.
  2. Feed back the objection looking for more - You don’t want to go to the movies tonight? Ask until you feel that you fully understand the objection
  3. Restate objection seeking minor agreement - "You don’t want to go to the movies because you are tired and think the baby may be cranky, am I listening?
  4. Body -
  5. Close -

Please practice for 15 minutes per day writing down objections, real or imagined, and then write steps 2 and 3.

Also practice verbally throughout the day with everyone you contact. Try to get to an objection and a minor agreement with everyone you meet.

  • You: Does this come in blue?
  • Clerk: I am not sure
  • You: not sure?
  • Clerk: I do not know would you like me to find out.
  • You: You’re willing to find out if it comes in blue?
  • Clerk: Sure

  • You: Mom is it ok if we tear up the kitchen right now?
  • Mom: I do not want to go through that today can’t it wait?
  • You: Don’t want to go through that?
  • Mom: Yeah the mess, oh the mess... I just want to have a nice Christmas
  • You: So what I am hearing is that you’re focused on Christmas and don’t the mess for now, am I right?
  • Mom: Yes, please!

I know that these are simple but they build onto the next step. You must, just trust me, and get the first part of the objection handler down so that is just flows from you ever so naturally. Then we can build some very powerful language on to the next part.

So let’s get on it right away and invest in yourself. I promise that as you gain mastery and this flows naturally form you that many of the little nagging conflicts will just evaporate because your spouse, mom, dad, client will feel understood, and you will have better clarity before responding. Try it and see if you will just be amazed.



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Larry Farris is a White House trained sales and persuasion coach.

Sell & Persuasion