Handling Objections…what is enough?

Let’s extend developing our questioning skills to include handling objections.
As we evaluate our relationship to objections, it’s important to look at the reaction to objections and the response to the objection. They are separate yet related actions.

Ask yourself: Do I really know what they are concerned about…or am I assuming I know? Do I accept their concern as valid – and maybe even agree with them? Do I understand their concern, and do I have a response to address it and move beyond it? Do I give in here? Do I give in too easily?

If you have found a solution to their issue that is based on their priorities and motivations, and they still have a question about something, ask them if the solution you have offered is compelling ENOUGH to offset a minor concern.

If you ask them, “On a scale of 1-10, how much do you like this solution?” and they say 7, do you ask: “What would make it a 10?” or do you ask: “Is 7 enough?”
I vote for the latter. 7 is often enough.
Try it and let me know what happens.

Now, go and practice asking: ‘Is that enough?’




There are no comments yet. Be the first one to leave a comment!