Your Critics Have Something to Say…

By December 15, 2016Selling

Progress is very rarely made unilaterally; it’s usually contentious, drawn-out and diplomatic. That’s because it has to be – any idea that’s worth pursuing is often rife with challenges. It can be said that objections are the lifeblood of progress (within reason, of course). It’s reasonable to assume that you’re going to run into some objections at your next pitch or networking event. But it’s equally unreasonable to let objections deter you without probing for answers on how you can improve. Think about the sake of humanity, man!

Put it this way – does anyone really want to be surrounded by “yes” men? Grease the skids and move everything through? If that’s the culture that you build for yourself, it’s unlikely that you’ll be able to effectively maneuver to stay ahead of the game. You pride yourself on your career, so why stunt the learning process? By finding out more about the objections, you can see if there’s a way to get past them. You learn how you can be better, how you can improve, what’s wrong and when you can come back next time.

A prospect not sold on an idea can be a bit of a toddler; they might not have a legitimate reason for saying no, they just don’t want to, and don’t want to answer questions as to why. On the flip side, they can also be brutally honest in much the same way; “You suck, your product is archaic and is 5 years behind your competitors.”

While neither scenario is desirable for making the sale, at least the brutally honest objections, while smothered in a smug sense of over-confidence, actually gave you actionable items. They told you why you suck. They think your product is archaic? Okay, see how you can make improvements. Check your product roadmap. Even better, if something better is on the horizon that answers their concerns; use that objection as a point for a next step; tell them when you’ll check back. Overcome the objection, forge forward for the sake of humanity, and keep Brewing Your Skill.