How to Handle Your Prospects’ Objections
All prospects have some form of resistance when buying a program, product or service. If they didn’t have reservations, they would have signed up already so it becomes your job to handle those objections and move that prospect from just being curious to being a believer and ultimately a buyer.
There are two ways to do this–either handle it verbally or on paper. Either way it’s a form of selling. But remember, selling is a good thing. Selling is something you do for someone.You’re taking a stand for your prospect because deep in your heart you know that if they work with you or buy your service or product, they will get better results. It’s your job to move the prospect out of his or her own way by handling their objections so they can get the results they say they are looking for.
Here are the 7 most frequent objections a prospect will have.
- You don’t understand my problem. Everyone wants to feel understood and significant. How can you show your prospect that you know exactly what it feels like to be them?
- How do I know you’re qualified? No one wants to be a guinea pig. They want to know you’ve been doing this for awhile and that you have what it takes to get them the results they need. So, how can you best convey your credentials?
- I don’t believe you…There’s a lot of hype out there. It’s only natural for a prospect to feel skeptical so how can you best address this objection? How can you make them trust their decision to work with you?
- I don’t think I need this right now…I always tell prospects with this objection–why would you wait when you want results NOW? How can you show them that now is the perfect time?
- Will this work for me? They may feel that their business is “different” and what works for others won’t work for them. Show them how you are uniquely qualified to help them too.
- What happens if I don’t like it? There is a definite risk threshold that some prospects aren’t willing to cross. How can you offer a risk reversal where you take on the risk and they can feel more comfortable working with you?
- I can’t afford it. When a prospect feels they can’t afford what you offer it either means they’re not your ideal client or that you haven’t yet communicated the value and Return on Investment that they will get from working with you.
Your Video Assignment
Use the points above to identify your prospects’ specific objections. Then create a rationale as to why each objection simply isn’t valid. Weave this through your marketing materials to attract more clients and make more money!