Getting people to do what you want is a tough job. It doesn’t matter if you’re getting your kids to clean their rooms, getting that number from that cute girl, or making that huge sale that will catapult your commissions into the stratosphere.
Most of us love our freedom. I don’t mean in a “patriotic” way, but we like having our thoughts as our thoughts.
Most folks don’t like being told what to do.
Even if you’re sure that car you’re looking at is perfect for you, and the price is right, you’ll still feel a little bit of resistance if that sales person sneaks up behind you with the hard sell.
But if you can combine a bit of assertive language patterns with a simple pace of their objections, it can lead to miraculous results.
A lot of times, people voice their objections not as “real” objections, but just to express their fears or anxieties.
When you pace them, and let them know it’s all right to feel them, it can have an amazing effect.
Consider somebody thinking about buying a car.
They say they like it, they say they need a new car, they say that the color is perfect, but it’s pretty expensive.
Now, you could twist around the word “expensive” and try to deflate it’s meaning, but you’d be surprised if you simply agree with them.
And not just “pretend” to agree with them, but really get into their head and see it from their perspective.
“Yes, this is very expensive. I know what you mean, I don’t really make a lot of money here, and I need to be very careful with what I buy. I’m always worried I’m going to end up paying too much for something. I can totally see where you’re coming from. A lot of our customers feel the same way. What I usually do in a case like this is imagine all the things I may not be considering, and whether or not it really is worth the price. Sometimes it helps me to make a decision.”
This isn’t pushy, this isn’t disrespectful. You’re just letting the customer know that you fully understand their objection, that it’s normal and natural.
Once they realize their objection is normal, natural, and common, it doesn’t seem like such a big deal.
To find out TONS of other ways to overcome objections, both in yourself and in others, to help everybody get what they want, check this out:
You’ll be surprised how easy it can be.