Overcoming Objections With A Simple Jedi Mind Trick

7 06 2010

A while back I attended a Sales Boot Camp program hosted by the Sales Guru himself – Paul Castain.  I had a blast collaborating with my fellow sales junkies and learning all the “secrets to success” from our dear Uncle Paulie.  As with all sales meetings, I returned home with a fire in my belly, buzz words ringing in my ears and a phone in my hand determined to sell to anything in my path.   I’m sure you all know what that post-convention high is like.

Now, almost a year later I started thinking about what has really benefited me in my day-to-day sales.  I have written a lot about the creative impact this training had on my cold-calling approach (See: Creative Cold Calling Experiments #1 and #2) , but I want to tell you about a simple yet genius method of overcoming objections that I use almost daily.

The magical phrase is simple, yet powerful and goes a little something like this:

  • Me:  So I’d love to get together to discuss your needs further, does next week work for you?
  • Them: No.  I am very happy with my current provider and can’t see any reason why I would be interested in speaking with you further.
  • Me: Okay, I hear that.  Let’s meet anyways.

Typically, this phrase strikes confusion into the heart of your prospect, soliciting the “I don’t know how to deflect that – she still wants to meet me?!” response that ultimately turns into an appointment.  Now for you over-zealous hunters out there, the goal is NOT to turn your phone call into a battle of wills.  People still only buy from people they LIKE.  This handy little trick will help you overcome absolutely any objection and get the face time that you need to demonstrate why working with you will make their projects, jobs, and very existence happier, healthier, and easier to navigate.

One small note, the conversation doesn’t always end right there with the magic line, you may need to do a little further convincing with reasons like:

  • We aren’t trying to toss out your provider, our services truly complement what you already have
  • This way you will feel comfortable calling me if you ever DO have a need and I will know what you are asking about
  • Your organization could benefit from knowing what other services are out ther!

Now go out there and give it a try!  Happy selling!