Why We Should LOVE OBJECTIONS - in life and business- - Profit Pointers=?ISO-8859-1?B?gSA=?=Curriculum, Issue 12

      Why We Should Love Objections - in life and business- - Profit Pointers™ Curriculum, Issue 12

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

Hello all,

Most people dread objections rather than welcoming them. If you learn to love them, your results will skyrocket.

Here are some typical situations in which objections surface...

Your client or employee or colleague is too busy to act now.
Your customer has no money to buy.
Your spouse disagrees with you idea.
Your members won’t participate.
Your boss won’t give you a raise.

It’s easy to become masterful at overcoming objections, but first you need to recognize them for what they are.

Just put your detective hat on, and realize that objections can take 3 forms:
    Questions,
    Statements, or
    Non-verbal actions of uneasiness.

Step one is to watch for the objection... As you speak about your idea, watch for these three to come up. Then say to yourself, “Oh, here’s an objection – now I’ll go to step two.”

Step two is to uncover the reason for the objection. Often the objection arises in the mind of your listener, at no fault of yours. It may be a misconception, or a previous misinterpretation, or a preconceived idea. If you fail to uncover the objection, your listener will leave without taking the desired action, no matter what he or she says when you are together. You’ll know this is true when your customer cancels the order, or your member doesn’t show up or your spouse does something other than agreed!

A good way to uncover the objection is as follows...

If they ask a question, ask them “Why do you ask?” This will help them to go deeper and reveal their true fear or misconception. They might say, “Well I can’t afford downtime of the machine,” or “Well, my daughter goes to lessons at the time of the meeting.”

If they make a statement, it might sound like this: “I suppose you don’t work weekends.” Just interpret that as a question, and say, “Why do you ask?” Let’s assume you are in the service industry. Perhaps they are trying to say that they would like your mobile phone number, and perhaps your sale hinges on that. Wouldn’t you like to know that!

if they make signs of non-verbal objections - wiggling in their chair, or making an uncertain face, or pausing to look at something you are showing. Now you need to ask a question that opens up a conversation, and reveals hidden fear, doubt or misconception, such as. “What issues are you thinking about?” You’ll be amazed at what you discover that can lead you to profit or loss.

Remember that an objection lingers like smoke - if not cleared.
Our goal is to clear objections so that we can explain our benefits and get a favorable decision. And profit!

3 MINUTE ACTION TIP: Today as you present an idea in your business, job or life, look for the 3 signs of objections in your listener. When you see or hear one say, “Why do you ask?” After you uncover the hidden fear or concern, move on to explain your benefits, and a favorable commitment. Try it and then bask in your results!!!

APPLICATION TIPS:

Business and sales, USE THIS ACTION TIP with customers to increase sales and bring profit to your organization.

Real estate, USE THIS ACTION TIP with your assistant, team members and yourself to improve sales and profit.

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

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

REFERENCE RESOURCE: Chapter 8, Pages 79-83,  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