How to Turn a No or Maybe Into a Yes!

Have you ever been confronted with “I’ll think it over, it’s too much money, I’m too busy, send me the info, you’re too new.” Of course you have if you are an entrepreneur. And if you don’t know the correct responses, you have “ummed” and “urred,” made up a story, switched the subject or backed away from the sale, usually kicking yourself as you thought of the correct response later. Knowing the responses spells the difference between failure and success in the enrollment conversation.

When I first went into real estate 20+ years ago my friends and family told me how great they thought I would be, so it was to my surprise how poorly I performed at the sales conversation when confronted with an objection. I stammered and backed away. Dejected, I would return to the real estate office and tell my tale of woe to the office manager. He would say, “why didn’t you say this?” When he said it like that, it sounded so simple.

I then made a decision to take him out on all of my presentation calls, knowing I would have to split my commission with him 50/50, I decided it was worth it to gain from his expertise. I became a fast study and was stepping up the ladder of success within 6 months. So I know how you feel. I have been there. You can learn the answers to the three most stubborn objections within 24 hours if you apply yourselves.

REMEMBER an objection rarely means a no. So why do people object? As a means of protection. And why do people need protection? It’s no secret that there are many reasons. They may feel out of their realm of knowledge, feel they haven’t been given enough information, afraid they are going to be taken advantage of, afraid of making a mistake, maybe uncomfortable with the surroundings or the coach etc. Maybe they think it won’t work for them but everyone else. Your job is to make them comfortable through persuasion which I discuss in my book.

Let’s do one. “Send me the information, I’m busy.”

“No problem, insert name, I will send you the information even as we speak, may I ask, is increased profit of interest to you?” See how I caught the prospect off guard? Of course increased profit is of interest. This will now open up the conversation. I also used the person’s name, essential tip number one. Always use the person’s name.

This one is just the tip of the iceberg. I would be happy to help you with more at www.evolvingadvisors.com/products/ebook/ with a bonus for a courtesy consultation to help you naturally construct two answers to the most stubborn objections you’ll ever hear. I hope you enjoyed today’s blog post.

 

© 2011 Sarah Wood

 About the Author: Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line.  To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com.

Speak Your Mind

Tell us what you're thinking...
and oh, if you want a pic to show with your comment, go get a gravatar!