Stop fearing your client’s objections and start embracing them! Objections give us a sense of what our clients are thinking and feeling. And if you don’t know what your clients are thinking or feeling – how can you help them gain clarity or find a solution to their problem?
First, acknowledge the objection. This demonstrates that you’ve truly heard your client and that you want to help them.
Secondly, don’t assume to know or to understand what the objection is. Here’s where we typically fail our clients and ourselves – we make assumptions. And of course, we all know the saying about assumptions, right? It’s so important that we ask enough questions to make certain that we truly know what the objection is, and where it is coming from. And if you take the time to ask questions, be sure you also take the time to listen to the answers.
Thirdly, explore and come up with potential solutions. Remember, this is a partnership. The solutions will be provided as much by the client as they are by you!
And finally, confirm that you have addressed their needs satisfactorily, and that they can continue to move forward in the process. Objections aren’t bad – they’re simply opportunities to get to know and serve our clients better!
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