5 Tips for Overcoming Objections and Uncovering What’s Really Holding Your Buisness Back!

Let’s cut to the chase – whether you’re an entrepreneur or not, we all fear – and will do anything to avoid – rejection! From asking for the business to asking someone out on a date, underneath, we know what we’re really asking is, are we acceptable to the other. We’re asking “Do you want me?”, “Do you like me?”, and “Am I (or what I’m offering) acceptable to you?”  It’s a vulnerable position to be in.

To make matters worse, many people interpret objection as rejection.  In the case of the entrepreneur who must grow their business to survive, avoiding asking people to work with them can lead to the decline of their business.

An objection is a form of challenging the information that has been given.  An objection might sound something like: “That’s alot of money!” or “I’m not sure that I’m ready to make a commitment to work with you right now.” 

Whatever it is, at the heart of most objections is a need for more information.  One of the biggest mistakes most people make when confronted with an objection is interpreting the objection as a “no” (rejection) and ending the conversation. 

Service providers please note: Overcoming objections isn’t about convincing people to buy what they don’t want. It’s about sharing information about your offering – fully, and allowing the other person to decide – with all the information, if your offering is right for them.

If you find that you face objections frequently, this process will be valuable for you to get to the heart of what’s blocking your success too.

Here are 5 tips to overcome objections and discover what may really be holding your business back.  When faced with an objection:

1. Remain curious and impartial: Frame this as the beginning of another conversation, not the end of your time together.  Breathe, be still and stay calm (Hint: don’t run away!)
2. Rephrase what you hear as the objection to be sure you understand it fully. This shows your concern, that you hear them, and allows you to clarify what they are saying.
3. Ask & Listen: Remain curious about the person and the situation. Eg: “I’m always open to new ideas and suggestions for packaging my offering in ways that are most valuable to my clients. What would you value most?”  Or, “What is the price you’ve paid in the past or that you feel is in line with the value we offer?”  Listen to what they say.
4. Ask if there is anything else: If you feel that you’ve answered the objection, this is a good time to discover if they have any other questions or concerns about your offering/you/your business etc.
5. Answer the objection and ask if that answers their concerns; “This is an important step.  It wraps up the conversation, and let’s them know that you’d still like to work with them.  Thank them for taking the time to share their thoughts and opinions with you.

Reframing an objection as an opportunity to go deeper and better understand your potential clients is liberating!  Instead of dreading and avoiding the possibility of rejection or objection, view it as an opportunity to learn more about the other person and your own business.