Answer to an Objection, and How I Turned a “No” into a “Yes”
Recently I was faced with an objection that I hadn’t encountered for a while, but I got it right and I got the sale. For those of you who sell business opportunities, this one is more so for you… but anyone in sales should read this because it may come up for you in a different form and you can mold your answer to suit your situation at the time.
I was talking to a 40 yr old male who was considering taking on a business opportunity through me, but he had doubt, and it wasn’t about the biz opp, it was about himself. His concern and objection was this “I’m 40yrs old now and I’m nervous about starting over in a new business at this age”. Some of you reading this right now could be thinking “That’s not old, what’s he thinking”, and I agree, but it’s not about you and I, it’s about listening to him, and him only.
So how did I answer this?
I said “Mr …., before you talk yourself into thinking you’re too old, can I ask you this. At what stage/age in life do you believe man’s brain becomes productive enough to make inform decisions about starting his/her own business?” He replied with “About 20yrs old”, and I agreed with what he said. I then asked, “At what age do you think most business people might loose motivation to continue with business and enjoy the later years of life?” He replied with “About 70yrs old”, and I agreed with him on that statement also.
So… can you guess what my close was based on the above?
I then went on to say “Mr…., based on what you’ve just said, are you telling me that you’re only 20 yrs into your active business life, with another 30 yrs solid years to go… yet you think you’re too old?…you’re not even half way through your active business life!”. He said “Yeah, well put like that you’re right, I didn’t think of it that way”… so that’s when I was satisfied I had answered his objection… I then moved on to close the deal after talking further about other ideas he can use in the business.
Simple effective objection handlers can make all the difference in the sales process, so make sure you read up and find these answers, otherwise you might be leaving a trail of money behind you for the next sales person to pick up. I hope this post helps you all in one way or the other.
Thoughts and feedback welcome as always.
Dean
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