The 3 Best Ways to Handle a Sales Objection FROM THE PRACTICE CORNER
Most tax resolution specialists hate sales objections. They get nervous, freeze up, and feel like they’re going to lose the sale. I’m here to say that running into an objection from a prospect you’re trying to close is not a bad thing at all! Prospects must justify the buying decision to themselves and their spouse. An objection is not a “rejection.” It just means the prospect needs more information from you before they sign on the dotted line. In my experience, people who voice objections are much more likely to retain you. What you need to know is the best way to respond to an objection. Listed here are the three basic principles you need to remember when responding to sales “objections”: 1. AGREE — Agree with your prospect, acknowledge the validity of the objection, and do not become defensive. Your prospect expects you to “fight back.” Instead, agree with them, uncover the real reason for the objection, then get back to the process of closing the deal. For example, if the prospect says, “I
need to check with my spouse first,” your response should be “I completely understand. I have a spouse, too, and they need to be on the same page …” (By the way, the Tax Resolution Domination System has detailed responses to this statement and many other sales objections!) 2. ASSUME — Assume the “close” at the end of every objection. For example, after you’ve answered the objection, say something like: “Let me show you what we can do to start protecting you today. Here’s what I suggest …” 3. BELIEVE — Believe in what you’re doing. You are doing a disservice to a potential client by letting them walk away. You know their situation is only going to get worse if they don’t hire you. They are going to accrue more penalties and interest, and they are exposed to bank levies, wage garnishments, and federal tax liens. They need you to PROTECT them from the most brutal collection agency on the planet (aka the IRS!).
As I mentioned, you want objections. Many objections you’ll hear are really buying questions in disguise. You need to really listen for these. When you hear the prospect say any of the phases below, know they’re ready to buy! And don’t be afraid to say my No. 1 commandment, 10 simple words: “What credit card do you want to put that on?” • “So, what is this going to cost me, all in all?” • “Do you take payments for your fees?” • “How long will it take until my case is settled?” • “How do you go about protecting me from the IRS?” • “So, you really think you can help me, and this is my best option?”
–Michael Rozbruch
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