Profit From Objections - - Profit Pointers=?ISO-8859-1?B?gSA=?= Curriculum, Issue 13

       Profit From Objections- - Profit Pointers™ Curriculum, Issue 13

From Christine Harvey (For application of these principles to:  business, real estate, network marketing, personal development, see APPLICATION TIPS below.)

Hello all,

Most people in the business world, in fact in life, want others to do something from time to time.

Perhaps it’s to buy something, to do something, or to decide something. But they come up against protest.

How they handle the protest – the very words they use next - will determine their results. This is what we call, ‘The Cushioning Segment of handling the objection.’

It’s the psychological piece that comes between the objection and your explanation.

Let’s look at what NOT to do.

Most folks dive in and start defending their case. And, because of that, most folks fail to win the other person over.

Why? Because if we are to convince anyone of anything, be it a customer or in a personal relationship, we must first convince them that we hear their objection.

But it goes farther then ‘hearing.’ We must convince them that we feel and understand their objection. Without this, our explanation falls of deaf ears. It’s as if the other person has a suit of armor on. Our words don’t penetrate their armor – they just bounce off.

Let’s say they express their objection. The person who says, ‘I hear you John but ... And then goes on to present the counter, will NOT win. Why? Because the customer does not feel heard or understood.

Let’s look at what DOES WORK: If you are selling the product or idea and say, “John, I know what you mean. That’s a serious concern. After all if that’s not handled, there can be serious repercussions. XYZ could go wrong. Then you would be in a really mess. I totally understand.”

Then you take a deep breath while the customer (or personal relationship) gets the message that you understand. It’s what we call the Cushion or Empathy Segment of countering an objection.

Now, and only now, are you ready to explain your side of the case. And so you counter their objection as you normally would, with a rock solid explanation of your idea or service and all the benefits to them that you can muster.

And finally you close it off by asking if their objection is satisfied. If not, you repeat the 3 part cycle – here it is in a nutshell:

The 3 Step Formula for Turning Objections into Approvals:

1. The Cushioning/Empathetic Segment
2. The Explanatory Segment
3. The Close-Off Segment
   

Remember, profit comes from overcoming objections. Results come NOT from your explanation or counter argument. Rather, success lies in your ability to convince the other person that you hear and understand their objection, BEFORE you present your explanation.  

3 MINUTE ACTION TIP: Today as you present your ideas in your business and life - STOP when you hear objections from your listener. Don’t leap into your counter argument! Instead pause and empathize – even repeat their concern. In this way, you’ll prove that you’ve heard and understand their objection. Only then will your explanation be heard, and only then will you win the business or win your case.       

APPLICATION TIPS:

Business and sales, USE THIS ACTION TIP with customers to close more sales – ie increase profit.

Real estate, USE THIS ACTION TIP with your assistant, team members and yourself to improve closing ratios in buying and selling.

Network marketing, USE THIS ACTION TIP with your team members and yourself to improve recruitment and sales.

Personal/ leadership development, USE THIS ACTION TIP with all communication to improve your end results.

REFERENCE RESOURCE: Chapter 9, Pages 85-89,  In Pursuit of Profit, by Christine Harvey - an international best seller, published in 8 languages and used by corporations and Institutes of Management around the world.

Have you heard how Prosperity Partners™ achieve together? Don’t be left out - join our Prosperity Team™ for high achievers and see how your goals can be transformed overnight. The new team will be starting next month! Go to this link for info: http://www.womenforwealth.com/htm/EShop/prosperityteams.html

Christine Harvey is the Author of 6 Business and Leadership Books published in 25 languages by 48 publishers worldwide,
            including international best seller ‘In Pursuit of Profit.’

Why not forward this to another person who can benefit – you’ll be helping them AND the economy at the same time.

From ChristineHarvey@ChristineHarvey.com