Whenever I’m working with a client or conducting group training or coaching sessions, most of the questions that clients ask are about responding to objections. In many cases, however, these clients are asking the wrong question. They think they want a great response to an objection but what they should really be asking is, “How do I make my introduction more compelling?” What is truly unfortunate is that far too many sales professionals create the objections that they hear by what they are saying when they introduce themselves.
A poor introduction can actually cause a prospect to respond with an objection. Absent a compelling introduction, prospects will say things like, “I’m not interested,” “I’m already working with someone,” “Send me information” and/or many of the other objections sales professionals hear on a daily basis.
Trying to come up with a great response to an objection after you have caused the objection is a little bit like shutting the barn door after the horses are gone.
In real life, human beings have conversations with each other. In conversation, human beings listen and then respond to what is being said. That’s the way it works. Your prospects are human beings. They respond to what you say.
If your introduction produces an immediate objection from a prospect then your introduction is not working. It’s time to change it.
Here is a question that a client asked recently:
“The #1 challenge for me is: Once I reach the prospect, they say they are all set or are already working with someone. I would like some high level consultative questions to ask so that I can create interest.”
This client reported to me that he was hearing these objections, “I’m all set” or “I’m already working with someone” immediately after introducing himself. That told me he was asking the wrong question. He did not need consultative questions, he needed a better introduction.
Bottom line: if you introduce yourself to a prospect who immediately says, “I’m not interested,” “I’m already working with someone,” “Send me information” or some other objection then your introduction is not working. Stop searching for a perfect response to the objections you are hearing and start thinking about a better introduction. The best and easiest way to overcome objections is not to have to hear them in the first place.
