Inoculating Yourself Against Rejection

As children, we all had to have them -- painful shots which prevented all kinds of scary diseases. Inoculations were a necessary growing pain and as adults we understand this, but as little children, that didn't make any difference when all we cared about was that it hurt.

There's a completely painless inoculation that could result in skyrocketing sales. This inoculation I'm going to tell you about a technique that you can use to short circuit sales objections.

Here's how it works. Come up with your top three objections. You know what they are. They are the same objections that you get over and over. "It's too expensive" is a popular one. How about, "I need to talk it over with my wife." And then there's, "I think I can find this for cheaper on the internet." These are very general objections and I suggest them as examples. This exercise/technique will be all the more powerful if you come up with the objections you most receive. I have students who tell me that they go through periods where they keep getting the same objection over and over, and then it will stop. I believe it is absolutely something they are doing to attract the objection -- unconsciously. It could be a phrase or a tone of voice or even a negative mindset that they've created for themselves that continues to attract the same response.

So lucky day, is it fortunate that you have the opportunity to read this now and understand how to short circuit objections before they start. In order for this to happen you must elicit your prospect's criteria and have that ready in your mind as you proceed.

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. . . '

In doing this, you have prevented their objection from being set in stone. This is the difference between a molehill and a mountain.

This has the benefit of saving you time. How? Well, what if your prospect has an objection that you can't overcome. This is information I want to know right up front. Instead of putting a lot of time and energy into something that definitely will not pan out, you can move on to the next prospect.

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.

About the Author

Kenrick Cleveland teaches strategies to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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