[QW8] “How do I get past client objections?”

by | Feb 20, 2021

 

“Heard it all before, yadda, yadda, yadda.”

Of course. But how many of us paid attention?

Writing a post on this topic was the farthest thing from my mind.
(Except for the unicorn thing that’s all the rage with 5-year-olds. S-t-i-l-l.)

[QW8] “How do I get past client objections?”

A subscriber hit me with this killer question, and I was stumped.

‘Cause it was my question, too. 

She continued, 

“I’d be very interested to hear your take on this topic.”

Yeah. Oops. I’d like to hear ‘my take’ on it, too!

So, being a professional, fearless businesswoman, I … cough … punted.
I tapped several salespeople for their input.
Combining their information produced this cold-hard-facts answer:

“Welcome objections as a normal part of our ‘ask,’ not something to avoid.
We know the common concerns voiced by our potential clients.
Practicing key responses is critical to our confidence in dealing with them.
Find someone to role-play with.”

Not ashamed to tell you, I hate this one.

Welcome objections? Are you kidding me? I hate the rejection of a “No.”

Hang on…

But guess what?

A sales pro told me the same thing years ago (the second sentence is gold):

“Listen carefully to the objections.
Especially the words that aren’t spoken out loud.
Once you know where they need your help, you can help.”

Huh. The listening-between-the-lines is the hard part.

But I’m willing to give it a try.

How about you?

I hope you found [QW8] helpful and will share your ideas on this topic.

Use one of these points for a comment, or bring your own:

  • What keeps you from seeking out the “No” so you can tailor your approach?
  • Do you have a process to get to “Yes” without feeling – and sounding – sleazy?
  • What is your favorite success story in getting past a client’s objections?

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Kathie
Kathie@KathieYork.com

Check out the introductory [QW] post.

Ooo! Please take me to the entire collection of [QW] posts!

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2 Comments

  1. Norman Phelps

    Another interesting post Kathie. I guess we are all salespeople in one way or another. Whether we’re selling a product, service or ourselves. It seems there is a connection between ‘words not spoken out loud’ and body language. That would make a good seminar topic.

    I was once coached to use the ‘Feel, Felt, Found’ approach to objections. “I know how you ‘feel’. I’ve ‘felt’ the same way too. Let me tell you what I’ve ‘found’.”

    No sleaziness, just a personal experience passed along for consideration. Thanks for the post. Take care and stay warm.

    Reply
    • Kathie York

      Hey, Norman,

      Always appreciate your insights.
      The ‘Feel, Felt, Found’ is a great approach.
      I’ll add that arrow to my advice quiver!

      That’s the basis for good copywriting, too, come to think of it.
      Try to put yourself in the other person’s place.

      I bet you were a good boss!

      Appreciate your time as always,
      Kathie

      Reply

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Kathie York, CSQE
Certified Software Quality Engineer
Master of Science in Project Management
(PMBOK based)
CopywriteMatters Confident Copywriter

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