A Consultative Approach that Feels Good and Works! There is power in words.
And sometimes the way we say things can influence how we do things.
Take this kind of comment I frequently hear about objections: "The first 10 objections are smoke screens.
" The implication is that the prospect is hiding something, and the salesperson should take it as a challenge to blow away the smoke and "expose" the hidden objection.
But I've always seen objections as "smoke signals" that are giving me a message.
My job is to interpret the message.
It's a matter of perspective.
For instance, a surface objection is usually a sign of deeper doubt or confusion that hasn't yet been settled.
Many times people will say, "I'm not ready yet," when they really mean, "I've got things going on and I need to deal with those things first.
" Or, "I'm scared to go forward, so don't rush me.
" Or, "I don't like you.
" Or, "Why would I talk to a complete stranger about this?" Often a person doesn't even know the deeper reason they're not ready yet...
maybe they're just afraid of making decisions.
The Agree, Ask, Answer Formula Our temptation is to counter these objections with logic ("With these great rates, it's the perfect time to buy") or prying questions ("Why aren't you ready? Is it the money?").
Here's the way I try to do it: By using the agree, ask, answer formula.
And sometimes the way we say things can influence how we do things.
Take this kind of comment I frequently hear about objections: "The first 10 objections are smoke screens.
" The implication is that the prospect is hiding something, and the salesperson should take it as a challenge to blow away the smoke and "expose" the hidden objection.
But I've always seen objections as "smoke signals" that are giving me a message.
My job is to interpret the message.
It's a matter of perspective.
For instance, a surface objection is usually a sign of deeper doubt or confusion that hasn't yet been settled.
Many times people will say, "I'm not ready yet," when they really mean, "I've got things going on and I need to deal with those things first.
" Or, "I'm scared to go forward, so don't rush me.
" Or, "I don't like you.
" Or, "Why would I talk to a complete stranger about this?" Often a person doesn't even know the deeper reason they're not ready yet...
maybe they're just afraid of making decisions.
The Agree, Ask, Answer Formula Our temptation is to counter these objections with logic ("With these great rates, it's the perfect time to buy") or prying questions ("Why aren't you ready? Is it the money?").
Here's the way I try to do it: By using the agree, ask, answer formula.
- Agree...
but with a twist.
"That makes sense...
That's probably one of the reasons you're visiting open houses today, so you can do your research and get to a point where you can make a decision.
" - Ask...
by using a kind of consultative question that helps them think.
I prefer NLP-wisely worded questions, or what some people call "mind-control language," like: "What's the best thing that could happen when you decide to start buying a house?" Or, "What would happen if you did start buying a house now?" - Answer...
answer their objection with conviction, from your perspective.
Conviction comes from having a good reason, a statistic, a story, or an example to demonstrate how taking action will be an advantage to them.