This week’s Word of the Week is OBJECTION.
As an entrepreneur, small business owner or if you’re in sales, objection is a key word and something you’re most likely familiar with.
Definition.
ob·jec·tion
Objection is defined as 1. a reason or argument offered in disagreement, opposition, refusal, or disapproval.
For Us.
Objections are definitely something we’re use to in our business. I’ve learned to actually welcome them because I see it as an opportunity to educate people and to truly help them. We are very confident in what we offer and know that we deliver something very unique and very needed; and overcoming objections time and again just builds a more powerful foundation for us. Heck, with the challenges we’ve faced in business, objections are a walk through the park, so bring them on.
For You.
Objections are part of this thing called entrepreneurship – how you deal with them and overcome them is what separates the boys from the men.
As an entrepreneur you’ll experience objections on several levels simply because it just comes with the territory. So unless you’re the next Groupon or something, get over yourself and address those objections with professionalism and tact. Do get caught unprepared, be defensive, or stumble your way through them.
You’ll experience objections from people who don’t think you should venture out in the wild to begin with – this may actually be you’re very first objection you have to deal with. This objection may come directly from friends, family members, and for some it could be your spouse.
You’ll experience objections with your idea or product perhaps being labeled as crazy, you’re a dreamer, or this is a shot in the dark.
If you’re going after investors, be totally prepared for objections when raising funds for your venture – what you think your idea or company is worth verses what they think.
Good Idea.
A very good idea is to make a list of all possible objections from every angle you can think of ahead of time, write them out, study them and then write the rebuttal to each of them. Get to know them like the back of your hand. Use passion and conviction (a familiar word) when sharing addressing them and you’ll get the point across.
In short, learn to love objections because they make you think, rethink and grow – they’re a good thing!
As always thank you so much for stopping by! Please leave a comment and let us know what you think of objections – how you handle them – overcome them. Are you prepared for all the objections in your business? What are your thoughts?
Have a wonderful and productive week and tackle those objections head on!
Questions enable you to uncover the prospect’s dominant buying motive, which you must do if you’re going to be effective in selling. Zig Ziglar
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I love these ‘word posts’ Elena, they get me thinking about what we actually mean when we say that word.
I’ve broken ‘community’ down before, and it certainly helped me realise what it actually meant for us. It’s hard when we say things on auto-pilot, but bring a little awareness to the fore, and suddenly we gain a little more control of what we say
Keep up the excellent work
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Hello Stuart!
Thanks for stopping in and sharing your thoughts! You have a great point about “awareness” with our words. I’m not surprised you would bring this to light!
This process is making me think about key words that play a role in my daily life in dealing with my business and want to know what others think – to perhaps broaden the meaning and understanding.
You’re the best – thank you Stuart!
Have a safe, super week!!
Elena recently posted..Word of the Week–OBJECTION.
Very wise Elena. Most folks are taught to take everything too personally, including the weather and traffic — let alone an objection! They are convinced they are victims, and allow outside voices to determine their happiness or misery. Whenever I am able to view objections with right perception all of a sudden I find ways that life is supporting me.
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So nice to see you here Rob! (You have THE nicest avatar btw!) Ahh … so good to bring up the whole “victim” thing! That’s why I mentioned “don’t be defensive”. Drives me batty … if you believe in it, you’re passionate and convicted then the world is yours -go for it and conquer!!
I think everyone needs a “Rob White” in their life (I’m glad you’re in mine!) … talk about positive and such a voice of smart, soothing reason – thank you!
And thank you for stopping by!
Wishing you a safe, blue-sky week,
Elena
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Somebody told me ‘no’ once; I shot them, problem solved………..
Ah yes, I’m in sales so I have heard an objection or two. Objections can actually be good and provides the opportunity to ask more questions and get the prospect/customer to open up so you can find out what the real concerns are. It might just come down to they can’t fire who they are currently doing business with so that is good to know up front before you waste a lot of time.
The other thing we do is called ‘low risk practicing’. When it’s obvious you are going absolutely nowhere, we practice some of our sales strategies. It might be that we ask something totally irrelevant, off the wall, totally unrelated to change the mood. It’s funny when you disarm someone how you can keep the conversation going.
The other good point you made was to be totally prepared. Don’t just show up and try to ‘wing’ it. Have an idea of what some of the objections might be and have questions prepared in your mind to address them. The more questions you can ask and keep the prospect talking, the better chance you will have to making them think they are in control of the meeting.
Good post and thanks for sharing.
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Mr. Dorman so nice to see you here this morning – you made my day brighter already!
Very interesting to note about the “low risk practicing” … hmm … some would call that ADD and I think having ADD in sales is good. Now that I think about it, maybe I’m ADD? Oh well, whatever works!
Also, great that you point out about making the customer think they’re in control of the meeting. It really shows that everyone just wants to be heard, for someone to listen to them, empathize. Getting them to that place where they “feel” that you “understand” their true needs makes a tremendous difference.
You’re on the front-lines in sales and I love that!! True grit and that’s what I’ve been in most of my life. See Bill, you really get what I’m saying and that makes us sales people kindred souls. I feel so much better when I share war/victory stories to those who “get it”.
I hope all is wonderful and well with you!
Elena
P.S. – I’m thinking you blog has a reject button and doesn’t want me to be on your list. I’ve signed up twice now and no emails! I’m going back again and retrying with the hopes that the third time’s a charm! ; )
Elena Patrice recently posted..Word of the Week–OBJECTION.
Alicia @TranscripESvcs is telling me the same thing. I haven’t changed anything and since I have a ‘free’ site I don’t know how much troubleshooting is allowed. I also know my comments at Griddy’s don’t tally up in her wall of fame for some reason because it is showing my site as un-linked. Who knows?
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I just didn’t want you to think I was a fair weather friend didn’t want to visit your house and hang out … you’re a nice host, so I like visiting!
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