Whether it’s on a professional level or in our personal life, we inevitably come across objections in all kinds of circumstances.
The first recommendation is, before you respond to objections try to determine the personality of your “objector”, their approach, and their strengths and weaknesses in communication. For instance, if you are dealing with a very authoritarian leader who wants to win and be right all the time, you must avoid adopting a confrontational mode because you will inevitably lose.
The “questioning” mode remains the most effective and harmonious of approaches. Used with a strategy such as the “SAFER” method, it can prove to be very profitable:
- Listening: Stop talking, remain silent and listen to the objections.
- Analysis: Ask questions to better understand the situation in detail.
- Formulation: React and rephrase the objection.
- Empathy: Show empathy for the customer in relation to the situation. Feel it and accept it.
- Response: Address the objection. Ask the customer if your answer meets their expectations and either close the sale or end the conversation.