Moving Beyond Objections
When we encounter objections, it's easy to assume that the challenge lies in the objection itself. But after years of coaching and training, I’ve found that the real barrier is often our reaction to the objection, or more specifically, our perception of it.
Take, for instance, a recent participant in one of our Bootcamp sessions. He had sold a product, provided the invoice, and asked for a quick deposit so he could place the order. The client agreed but didn’t pay right away. Nearly a week went by, and anxiety started to set in. The participant worried that following up would come across as pushy and that he might lose the sale.
In Bootcamp, we didn’t just hand him a scripted solution. Instead, we walked him through a role-playing exercise to help him identify what was really stopping him. It wasn’t the client’s delay that was holding him back—it was his fear of how he might be perceived. He realized that the hesitation wasn’t coming from the client; it was coming from him. His perception became his reality.
Once he reframed the situation and considered the possibility that his client was simply busy, he approached the follow-up with a new perspective. He called the client and acknowledged her busy schedule, offering a simple solution: “Would it be easier if I took your credit card information over the phone?”
The client’s response? Relief. She thanked him for making the process easier and quickly completed the transaction. Not only did he secure the deposit, but he also sent us a glowing testimonial about how the interaction had shifted both the deal and his own mindset.
Why Reframing Matters
This story is a powerful reminder that our perception of an objection often amplifies the challenge. In reality, most objections are not insurmountable; it’s our reaction to them that creates unnecessary friction.
So how can we change this? Here are a few strategies to help you reframe your perceptions in sales (and in life):
Shift Your Perspective
Instead of seeing objections as personal rejections, view them as opportunities to learn more about your client’s needs. A simple mindset shift can open up new ways to handle the conversation.
Role-Play for Clarity
Practicing conversations, either with a coach or colleague, allows you to see where your own perceptions might be holding you back. The more you role-play difficult scenarios, the better you’ll become at handling them.
Acknowledge and Adapt
Sometimes, all it takes is acknowledging the situation. In the case of our Bootcamp participant, recognizing that the client was busy helped him find a solution that worked for both parties.
Embrace the Process
Understand that objections are a natural part of life. How you respond to them will determine the outcome. The more you embrace them as learning opportunities, the more you will grow and the better your outcomes will be.
Moving Forward
Our success often hinges not on the objections we face, but on how we perceive and handle them. It’s easy to let fear or self-doubt take you out when faced with resistance, but when we take a step back and reframe the situation, we can find solutions that benefit both us and our clients.
The next time you encounter an objection, pause and ask yourself: Is this really the obstacle, or is my perception of it the issue? With the right mindset, you can shift the narrative and move toward success.