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Do you remember going to the doctor as a child and having your inoculations? You know, those painful shots that prevented all sorts of dangerous diseases? Well, as adults, we know why the shots were necessary, but as children it just didn’t matter at all because all we knew was, it was scary and it hurt.

The inoculation I want to talk about today has nothing to do with disease prevention and could result in your sales skyrocketing (which, to me, is quite the opposite of painful). This is an inoculation against objections and it is potent medicine for any sales ailments you may have.

The first thing you’ll want to do here is come up with a list of the top three objections that you get as it relates to your business. “It’s too expensive”, “I have to talk it over with my partner/husband/wife/children”, “I can find a better deal on the internet”, et cetera. These are popular objections, somewhat generic, and just for purpose of example, so think on this and come up with your own top three. What is it about your presentation that is causing you to continually get the same objections over and over? Many of my students tell me they go through patches of time when one objection will repeat itself with each new prospect and then just as suddenly as it started, it will stop. I suggest that it is something that you are doing to attract this same objection, whether it be something in the tone of your voice or a phrase that you have been repeating, and most probably, it’s a result of some pattern you’ve created in your own mind that attracts the same response over and over.

So today is your lucky day because you have the opportunity to understand how to stop objections before they’re even brought up. Eliciting criteria is the most important aspect in the process as you must have your prospect’s values foremost in your mind for this strategy to work.

If you are continually getting the objection, “I’m not sure that I need your services,” you know that this is something that has the potential to come up again for you. By bringing up this objection before the prospect can bring it up, and framing it in a way that casts a negative light on people who suggest they don’t need your services, they will be much less likely to bring up the objection. This isn’t to say they won’t come up with something else if they’re feeling stuck, but this objection is likely off the table.

‘Look, one of the things I hear on occasion is people telling me, I’m not sure if I need your services. And let me tell you what I’ve said to them. . . ‘

You’re not allowing their objection to build up in their heads to something that’s set in stone. It’s a tiny molehill and not a mountain.

You may also find yourself saving a lot of time because if there is an objection that’s so big, you can’t overcome it and this objection is going to break the deal, then might as well get it out of the way right up front. If it’s not possible to get it out of the way, then move on.

This is why I’m constantly asking someone in the presentation ‘are you with me? Do you understand?’ because if they’re not, I want an indication that they’re not so I can immediately try to do something different.

Tags: NLP

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