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The Nuances Of Overcoming Objections
By Michael Stahl   Printer Friendly Version

If your prospect continues to object it can mean that they are either very interested or that you need to supply more information. Remember that, in most cases, a person would not bother objecting if they were not interested in what you are selling. It is just too easy for a prospect to dismiss you instead of "creating work" for themselves by objecting. In order to most effectively overcome objections, you need to really be in touch with your prospect's personality. In your interviews, you should get a grasp on how your prospect reacts and communicates.

We all have five senses. They are:

  1. Sight (visual)
  2. Hearing (auditory)
  3. Touch (kinesthetic)
  4. Taste
  5. Smell

Different people respond to certain stimuli in more dramatic fashion. We do not relate to a situation by saying, "I understand how you tasted that or I can really smell your position on that issue". Therefore, we relate to the visual, auditory and kinesthetic senses for overcoming objections.

A common way to overcome any objection is the popular Feel, Felt, and Found method. While this method works for people who respond more to the kinesthetic sense, it leaves out those who primarily respond to the auditory or visual senses. A simple expansion of this method can allow it to be used for all sensory responses. Let's look at the classic form first. Kinesthetic - "I understand how you feel. I have felt that way in the past too but I have found that...

Auditory - "I hear what you're saying. I have heard those things in the past too but I have listened to recent reports that...

Visual - "I see what you mean. I saw those things in the past too but I have seen recent cases that...

If someone is motivated by the kinesthetic sense they will many times smooth their hands together, speak slower and more deliberate or talk about how they "feel" about a situation or experience.

If someone is motivated by the auditory sense they will typically look down and to their left so as to be more aware of auditory input, talk about what was said, what they read or heard and talk about individual words or lists.

If someone is motivated by the visual sense they will typically talk at a faster rate, use words referring to seeing pictures, look up so as to take in all visual input and possibly talk about what they "saw" while relating a story.

Another aspect of overcoming objections is having the ability to listen. The better you can listen, the better persuader you will be. Persuasion is the ability to offer compelling value to others. You can satisfy desires when you know what they want. The higher the value you satisfy, the more persuasive you are.


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