19 Jul Overcoming Objections = Emotional Fitness
“A joyful heart makes a cheerful face, but when the heart is sad, the spirit is broken. The mind of the intelligent seeks knowledge.”
A yoga teach once told me that if you can’t smile and breath at the same time while in a pose, then you need to pull out of the position. The worst objection that you can ever get is the one you are not prepared to respond to. If you can’t anticipate an objection that you know you are going to get and overcome that objection (win over the obstacle in front of you) then you might be emotionally sick rather than emotionally fit. A great example of this is in our personal lives. Let’s say you want to lose weight, you have a plan and are excited. But five o’clock rolls around, which is your time to go to the gym and guess what? The couch and bag of cheetos is in your way. What do you do? Who is going to win in this scenario? The couch and bag of cheetos’ or the gym? You see, someone is always selling someone. The question is, are you selling or are you being sold?
Overcoming objections is the key to success. If you are in sales, on average, the sales person will get at least five objections. You see, people need reasons to buy and as sales professionals we need to give them lots of reasons to buy and prove to them that buying your product or service will outway their doubt.
Make your passion greater than their doubt – Tamara Bunte
Persuasion is defined as creating pain to the act of not buying. Meaning, that if your prospect doesn’t buy from you they associate pain. Of course this means they associate pleasure to buying your product or service. The question is, how do you win over the objections that hold people back from making a decision to buy?
How do you pick up the 5000-pound phone? You first must want to learn how to be good at it. If you don’t want to do it, chances are you will make excuse after excuse not to. “Willing” yourself to do it isn’t the best strategy either because your imagination will trump your will every time. If the picture in your head is of someone yelling at you and hanging up on you, you will find a way to opt out of making the calls. It is a self-fulfilling prophecy.
When I coach people, I take them back in time in their mind to a bad cold calling experience and help them change their perception of that past experience. There is usually a lesson that needs to be learned in order for the person to move past the actual event and move forward. There is no sense in speaking an affirmation to themselves while they still internally don’t believe it. All that will do is make the pain of a past experience even greater.
The key in real behavior change is to fill yourself up with what you would rather have, so you will want to execute the task at hand. It’s impossible to make a successful cold call if you are feeling like you’re a failure at sales. Imagine watching yourself play out your last cold call, but this time take on the beliefs, behaviors, and energy of someone that likes and is good at cold calling and prospecting and model them. There is no sense in reinventing the wheel.
The key is to have the right resources and emotions to fill yourself up with. If you are shy, then you want to be able to get resourceful and be confident. The easiest way to do this is to think of a time when you were confident, then another time, and then another and you will notice that you feel totally confident. Change your mind, which changes your focus, which will change the outcome. There are no unresourceful people only unresourceful states of mind. Now think of an objection that holds you back and get in a more resourceful state of mind and come up with a new way to overcome that objection! Get so excited about overcoming objections that you can breath and smile at the same time, no matter what situation presents itself.