Dealing with Objections | “I’m Happy Where I am.”
Don’t just say “OK”.
Sales can be like a game at times. You learn what to say and what not to say. You learn how to speak and how to hold yourself in front of a prospect. There are certainly a lot of things you can do to be successful, but dealing with objections is going to be something you run into day after day.
Learning how to push through objections will lead you into better conversations more frequently.
One of the most common objections I hear is: “I’m happy where I am”.
If I’m honest, there have been many times where I left the conversation at that and moved on to the next prospect, but one day I decided I would push back when I heard that. I started replying with “What makes you say that?”
It’s simple and not hard to do, but you wouldn't believe how it has opened up some quality conversations. More often than not the person who told me they are happy will let me know why they are, or they will have to think about why they answered the way they did, and for me that’s a win. If I can just extend the conversation it gives me the opportunity to uncover some pains and help them solve them.
Keep selling my friends,
Author of “Shut Up & Sell: A Confessional”