We’ve all talked about how to ‘overcome objections’ in business. When I think about “overcoming” something, it sounds like hard work. It sounds like a struggle to convince the other person to see my position. I would rather take a different approach and look at objections as a wonderful opportunity to learn. Instead of “overcoming objections”, shift to “seeking to understand”. Seeking to understand the other person and what’s behind their objections, removes the struggle of having to convince them that what you have to offer is just what they need.
If you are thinking: “I must sign up 5 new prospects by the end of the month”, and you approach each person with that in mind, then the process will be very tense. However, if your objective is to understand and connect with others, then it is much easier to have a relaxed conversation and truly listen to what the other person shares with you. In our society, where people are rarely heard, your openness to really listen will attract others to you like a magnet!
Let’s say for example, you are having a conversation with a woman you just met. This woman says: “Oh, I could never do what you do, I just don’t have the time.” Now before you jump into trying to convince her otherwise, pause, take a deep breathe and reflect on her tone. Does her tone convey frustration, fear or doubt? Remember, you are listening to understand her world. Let her continue to talk. Coach her to share by asking her to tell you more about her typical day or week. Listen and confirm that you understand: “It does sound like you have a great deal on you right now. What do you do for yourself?”
Once you’ve really heard about her world, then you can find out how much time she envisions the business taking. Maybe she thinks it would take 30 hours a week or that she would have to give up every weekend. You find out her real concerns, (no assumptions please), by asking – “How much time do you think I spend on my business?” Once you hear what her concerns are, you can offer solutions. See yourself as a problem solver, an expert at helping others! It makes it easy to move into asking: “If I could show you how to earn an extra $1000 each month with just 2-3 hours per week, would you be willing to take a look?" Most likely the answer will be "Yes" because you have made a connection and opened the way to possibilities!
No matter what the outcome, the important point is that you have listened, honored and respected the other person. You have made a connection and planted a seed that may grow at a later date. Remember business is about relationships - built most successfully with long-term vision!
Copyright August 2006
