Hey Mind-Labbers,

Ever wonder how to navigate those tricky objections that pop up during sales conversations? Questions like “Do we use a script?” or “Should I memorize a bunch of replies?” are totally valid. While those approaches can be helpful, I tell all of my clients the same thing: INSIDE AN OBJECTION IS A QUESTION WAITING TO BE ANSWERED.

Let’s face it, objections often sound like roadblocks: “The price is too high” or “I want to shop around.” are common ones I hear.  But beneath the surface, these statements hold valuable clues.

Take the price objection, for instance. On the face of it, it seems like a deal-breaker, but it’s really a question in disguise.

  • “Can you make this affordable for me?” This opens the door to discuss financing options or highlight features that justify the cost.
  • “Can you show me the value?” Here’s your chance to demonstrate the product’s benefits and how it solves their problems.

The key lies in addressing the unspoken question, not just the surface objection. Similarly, “I want to shop around” could be:

  • “How do you compare to the competition?” Be prepared with a comparison chart showcasing your product’s strengths.
  • “Do others trust you?” Testimonials and social proof can build confidence and nudge them towards a purchase.

This might sound challenging, but here’s the secret: we already do this intuitively!

Think about it:

  • When a child says “I’m bored,” you translate it to “What can I do for fun?”
  • When your partner says “I don’t feel like cooking,” it becomes “Where should we eat?”
  • Even when we talk to ourselves we do it!  We follow up “I’m tired” with “Is it bedtime?”

We naturally translate statements into questions to understand the underlying need. Let’s leverage this skill in sales!

Here are 5 more hidden questions waiting to be discovered:

  1. “It’s not the right time” could be: “What are the deadlines or buying cycles I should be aware of?”
  2. “I need to talk to my spouse/colleague” might translate to: “Can you give me some information I can share to persuade them?”
  3. “We’re already using something similar” could be a disguised question: “How does your product complement what we already have?”
  4. “I’m happy with my current provider” might be hiding the question: “What makes your solution significantly better?”
  5. “Can you send me some more information?” often translates to: “Can you give me a clear picture of the benefits before I commit?”

By identifying the hidden questions, you can transform objections into opportunities to connect with your customers, address their concerns, and ultimately close the sale. So, the next time you hear an objection, remember – it’s just a question waiting to be revealed!

Jake out.  <mic drop>