107: Common Sales Objections and How to Handle Them

Common Sales Objections with Ursula Mentjes “An Objection Is A Buying Signal.”— Ursula Mentjes (08:47-08:49) My goal is to help sales professionals and entrepreneurs understand that selling is a skill. It's a skill that anyone can learn. It's like any other skill that you learn. And once you know it and you're aware of what it takes to sell, then you have that knowledge forever. In this week's episode, Ursula Mentjes talks about common sales objections. Part One of ‘Common Sales Objections’ I sincerely hope that your sales are coming in. If things aren't moving as fast as you'd like, today's the day to shift that. We're going to talk about common sales objections and how to handle them. How do I handle sales objections? I get this question a lot. I’m never pushy. I don't want them to think that I'm being greedy. Surely, we've all been there. We're going to help you shift that. There are strategies to recognize that these common sales objections are buying signals. Let’s talk about some of the most common sales objections that you'll run into or are already running into. I'll share actionable steps. I’ll share stories about objections. Back in the day when I was selling technical training consulting, everyone wanted to say no at the forefront. I can teach strategy all day long. But if you have a belief that's limiting you, it's tough to grow your sales. I can help you with the mindset pieces first. Then, I’ll take you through sales strategies to double or triple your sales. “It’s okay to let that objection sink in and ask a very thoughtful question back.” — Ursula Mentjes (09:37-09:45) Many of you know my sales background. I was an accidental sales professional. I wanted to go to law school. I had graduated with a liberal arts degree in psychology and communication. I was a bit lost and thought I wanted to go to law school. But I needed money to pay for it and got my first job in outside sales. I was selling technical training and consulting. I was the least technical person on the planet at that time. I learned that selling is a skill. It wasn't about being the most knowledgeable when it came to technology. It was more about developing a relationship with the prospect to figure out if I could help them or not. Could I help with their technical training problem? To all the introverts out there, selling is for you because selling is more about listening than it is about talking. I'm an ambivert so I'm a little bit extroverted, a little bit introvert depending on the situation. Most people would say I'm an introvert, but I still can talk a lot. I have a podcast. For our extroverts who listen, I know it can be difficult to pull back. I want to encourage you to remember that selling isn't telling. Selling is asking questions. When it comes to objections, you can ask questions back to make sure you clarify what the objection is. If you've been in sales long enough, you've had objections, right? If you've gotten enough no's and you've gotten enough objections to know that it's part of the process.  I want you to even recognize that as I mentioned before, an objection is a buying signal. Think about that for a second. When someone's objecting, they're saying, “but what about this?” They haven't said no yet. They're still interested in buying your product or service. It's important for you to keep going and to learn more. I find that a lot of times objections will derail a sale. They can shut a sales professional or entrepreneur down. We all know as humans we need clarification. Often, we...