Good morning and T.G.I.F, Friends!
Objections. That word. You either recoil in horror or get excited, right? It's almost like there's no happy medium, darling. But here's the tea: you will deal with them. Everywhere. Sales, sure, but also operations, project management, and even, yes, your kid's sports league. (I was just on the phone, putting out fires and schooling them on strategy.) Because, *surprise*, everyone's got a 'no' locked and loaded. This isn't just the boardroom, it's life in general.
Here's the truth bomb: people aren't magically changing their minds tomorrow. You're stuck with this. Might as well polish your skills. We're not just 'shifting perspectives' here, we're flipping the script. We're turning 'no' into 'oh, yes. PLEASE!' So, let's get to work here.
- Look, people object. Period. And honestly, why should they stay quiet or go along with something they're unsure of? Is that what you would do?? If something feels off, we've been taught from a young age to speak up. It's called being a person. So, let's get this straight: objections aren't the boogeyman sales training makes them out to be. Those battle cards and role-play sessions? Cute and can be helpful to build confidence, but they miss the point on THIS concept. Real objections are just someone saying, 'Wait, what?' or 'This ain't making sense,' or 'You're missing the mark.' It's a 'explain it like I'm five' moment. Stop acting like they're declaring war on you or what you're positioning. This is a big decision for them, and they want to get it right. Help them get to that point. When you master this framing, you're already winning most of the battle here.
- Newsflash, buttercup: dealing with humans requires empathy. Shocking, I know. You won't always get their exact position, or their specific brand of crazy, but that's the point... we're all gloriously unique in our own ways. Your job is to take a beat, tune into their vibe, and see how your brilliant suggestion is actually going to land for them in the long haul. This isn't about plastering your name on the leaderboard, chasing a 'President's Club' trip, or padding your own pockets. If that's your sole motivation, you're missing the whole point. In sales, you're a problem-solver, connecting people with stuff that makes their lives less of a hot mess. And in life? It's about finding the sweet spot where everyone doesn't walk away feeling ripped off. Selfishness might get you a quick win, but honey, it burns bridges faster than gossip in a small town.
- If you're not actually listening when someone's laying out their concerns, just grab your stuff and leave. Seriously. You can't fix/explain anything, or help anyone understand jack if you're zoned out or just rehearsing your next brilliant monologue that applies absolutely ZERO value to their situation. Listen. Like, actually listen. And if you have the attention span of a goldfish (like me), write it down and read it back to them. It's not rocket science. End of discussion.
- You can nail every single step. Listen like a saint, take notes like a scholar, explain things so even a toddler gets it, address every single whine... a perfect ten performance. And guess what? They still might say no. You're not a Jedi mind trick master, and last time I checked, you can't magically conjure up their budget or force their boss to play along. This is about you being the sharpest tool in the shed, so you hear 'yes' more often than 'nah.' You're aiming for better odds, not mind control. So, ditch the entitlement. You're not owed a 'yes'.... ever. Treat it like a conversation between grown-ups, and people are way more likely to play ball, even if it's not right this second. Remember, you could be the most perfect, ripe peach in the world, and some folks just prefer apples. Their loss, not yours.
Hopefully you all took something valuable from this! Let me know if you've implemented any of these tweaks/if you notice a difference in your professional - or - personal life. I'd love to hear it. Let's get back to the grind - it's almost the weekend. Close all the deals or crush those goals today! LG!
-Brig