Most salespeople and persuaders live in fear of objections. They try and overpower their clients with tons of benefits, guarantees, and testimonials.
They fear that if they even bring up a possible objection, so they can overcome it, this will kill their sales efforts.
There are many reasons for this tendency. One is that our fears are usually much bigger in our minds that they are in real life. We imagine being told “no,” which, unless you’ve spent years doing personal development, is always going to hurt you emotionally on a deep level, to some extent.
Regardless of who you are or what you are doing, being told “no,” especially when there is money, sex, or other powerful emotions on the line, is painful.
So those objections get blown up in our minds.
But consider this (X = their objection):
When people have an objection, they aren’t really saying, “I don’t want to buy it because of X, which means you are an idiot.”
They’re REALLY thinking, “Wow. I’d love to buy it, I just wish I could get over X.”
Most courses and training on overcoming objections use all kinds of “war” metaphors. Destroy objections. Obliterate objections. Fight objections.
These are true metaphors, because an objection IS standing in the way.
But most people perceive the objection, AND the other person as the same thing.
This creates a confrontation.
But what if you thought of it this way:
Any sales or persuasion effort is you AND the other person VERSUS the objection?
They want to overcome it, so they can get what they want.
You want to overcome it, so you can get what you want.
This makes sales and persuasion a lot more friendly, a lot less confrontational, and a lot more effective.
Try these ideas on for a while, and see how they feel.