You’ve been told to overcome objections…this is wrong…very wrong.
Objections are an emotional response from your prospect so you would never want to “overcome” emotions.
Instead, your job is to help your prospect navigate their objection. It’s “their” objection.
Here’s a couple responses that sets the stage to help your prospect find their way.
Bandwidth objection: I don’t have time for this!
“I appreciate you sharing that – I hear you. What should we do about that?”
Price objection: Wow, that a lot!
“I’m sorry you feel that way, should we end the conversation here?”
Any objection: What about this and that…?
“Oh, that’s a fair point, tell me more….”
Here’s the point – objections are emotions, don’t try to “overcome it”
Instead:
Validate them
Show some empathy…
Then, you’ll be in a position to ask…
“Are you open to some ideas that could help, or should we just part as friends here?”
Don’t fight with your prospect – help them find their way.
Selling is helping
Here’s a short video of me chatting about this – in case that help