The first real sales training I ever received was when I was working for Tony Robbins as a rep selling his Personal Power and Power To Influence courses. It was a great experience, to say the least. Tony taught his reps to ignore the first “no,” saying that some prospects throw out an objection or a “no” just as a means of conversing. He’s right to a point.
Time and experience have taught me there’s other more important reasons to “ignore” the first objection you get.
To be clear, you don’t “ignore” it in the sense that you don’t hear them out or you brush it off – but what you DON’T want to do is immediately jump on it, defending your point of view.
Such actions are rookie mistakes. Instead, hear them out and ask questions to explain it. They say, “The price is too high.” You could mirror them, repeating back the objection with a curious, questioning tone: “The price is too high?” Or say, “Compared to…?” and then wait for them to fill in the blank.
Or get them to explain it by asking for specifics: “What do you feel is too high – the project or the monthly fee?” Or, “Okay, is that your only concern?” Read full article and comment →