In our last blog, the Merry-Go-Round of Objections, we explored the 4 Stages that we go through when hit with objections from prospects or resistance. In this blog, we will discuss Why we go through them.
I believe objections don’t just happen when we are attempting to sell to someone; many times they come up in response to feeling:
That is why people go through the 4 Stages of Objections and Resistance:
Here’s a personal example: I hosted Lunch on the Lake last week. My guests and I went on a pontoon ride after lunch. If you remember a few weeks back, I shared that docking the pontoon was a huge challenge for me and that I committed to practicing over and over again until I could do it proficiently.
When it came time to dock the boat, I was on edge. Not only was it something I was uncomfortable doing, but I had an audience. I immediately morphed into the 4 Stages without even thinking about it - I was on autopilot.
When you are met with objections from prospects, feeling Misunderstood, Challenged, Made Wrong, or Judged can be triggered in you and others. These hold us back, keeping us from trying new things, from growth, and from being comfortable with being uncomfortable.
Last week I said Awareness is the 1st step in making change; Understanding why is the 2nd step!
Stay tuned - more to come on this!