The Objection Loop

 

The number one challenge most people face when attempting to influence someone or a group is overcoming objections. They are uncomfortable, put us on the defensive, and if handled improperly can completely destroy our rapport building and lead to a lost sale. 

How do you avoid them? 

You need to first understand and objection is and what it is not. 

Objections are smoke screens. 

All objections are bogus. 

I know this is a controversial statement, but let me explain. 

The reason people give as the objection. "I am not interested" or "let me think about it" are nothing more than smokescreens for the real reason. 

And the real reason is they either don't trust you or believe in the idea or understand the value it brings to their world. 

When hit with an objection there is a clear and systematic process for overcoming the objection and it comes in four parts. 

Part 1 - Acknowledgement 

You must first acknowledge and recognize the concern. While the objection is a smokescreen for the real cause for concern it is very real to the person objecting to it. Acknowledging an objection should sound something like this

"I understand your concern..." or "I can appreciate this perspective..." 

Part 2 - The Reframe Question

Reframe questions do exactly what they sound like, they reframe the conversation and ask a question that is meant to uncover more detail from the person's objection. 

A reframe question might sound something like this... 

"But let me ask you this, do you like the idea of..." or "let me ask you a question can you see the value in..." 

They are questions that are meant to reopen the conversation and move you into part 3: upsell value. 

Part 3 - Upsell Value 

Upselling value is coming back to the original ask and providing additional benefits or details about how the ask directly benefits the person objecting. 

Part 4 - The Re-ask 

The re-ask is the return, post upsell value, that repositions the original question and attempts to influence the outcome.