You’re never going to overcome an objection that you agree with.
Let’s say you sell a high-ticket program or service, and you feel rushed, overwhelmed, and too busy. What are you going to say when you’re on a sales call with a lead who tells you that they’d love to work with you if they could only find the time?
You’re not going to know how to react to that. That objection is going to destroy any chance you have to serve that person, like a fish wriggling off a hook.
Here’s the problem: if you can’t overcome your own objection, you will never be able to find the words to guide a potential client through that objection.
‘Ifs’, ‘buts’, and ‘howevers’ are inevitable in the sales conversation. And if you can’t authentically navigate your potential clients through them, you’re going to leave money on the table.
But if you take the time to reflect on the most common objections you hear from others, you will understand they are really your own internal objections. So, get past your stuff and your ability to close will skyrocket. You’ll be able to make more money with the leads you have right now, rather than always need to be generating new leads.
It pays for itself, but you have to be willing to call yourself out first.
