The Secret to Overcoming Objections and Earning Back the Business

In sales, sometimes it feels like you're putting out fire after fire. Being bombarded with complaints from customers left and right can be mentally draining when things don't go smoothly. There are times when it feels like you are hitting a brick wall and you are not sure how to proceed. 

Let’s face it- with the national inflation rate at an all-time high of 6.3%, one of today's biggest frustrations is the increase in the prices of items and services. 

Overcoming objections is a skill that can be learned. With the right approach, you can overcome any objections and earn back the business. In this article, I share with you how to do just that!

Have you heard of Feel, Felt, Found framework? It is a very simple framework to refer to when you have a hot customer ready to pop a lid.

Feel: What I am hearing you say is you feel ___________(insert negative emotion the negative emotion communicated by the customer. Example: worried/ concerned/pressured/frustrated/stressed) to ___________ (insert proposed result.)

Example: What I am hearing you say is you feel pressured to maintain a competitive treatment rate.  

Felt: What I am hearing from _______ is they felt similar concerns.

Example: What I am hearing from other physicians is they felt similar concerns.

Found: Here is one thing others found to be helpful ___________ (insert solution.)

Example: What we’ve found through the pandemic is sometimes when faced with unexpected changes, it opens the doors to reevaluate our business model. 

Here are three additional secret steps..

Explore

What would it look like if we (propose a solution)

Example: What would it look like if we sat down and reevaluated your business and strategized on solutions to improve patient outcomes, increase patient loyalty, and optimized the resources available to you, resulting in a growth in profit margin? 

Strategy

Without a clear strategy, you're just shooting in the dark and hoping for the best. Whether you’re in sales or a business owner, you can be more successful if you took the time to strategically plan your business. Developing a strategic plan for your business involves analyzing your business and determining opportunities for improvement. Focus on what works and build on it. Then pivot from what isn't working.

Reiterate Value

Times of change can be frustrating for customers. They may feel like they're losing control. Additionally, they may feel that your company is not as helpful or supportive as it used to be. Change is hard, especially when customers are experiencing change with other companies as well. It's easy to focus on what's wrong and lose sight of all the positive things your company does. It's your turn now to emphasize the unique competitive advantage services your company offers. 

Objections are like speed zones and rather than bulldoze through them, sometimes you got to slow down and find a way to navigate through them. But with the right approach, you can overcome them and earn back the business- and their loyalty!

Are you ready to elevate your team or your career with more personalized coaching? Schedule a Career Discovery Call today Click Here to Schedule Today!

Hi, I’m Danielle!

I serve professionals who feel stuck in their careers, discouraged by their quota, and burnt out. I show them how to achieve their goals, without sacrificing their personal life. Whether you want to get a promotion, find a new job or start a business the feeling of clarity on how to accelerate your career is priceless. I have over 15 years of experience in medical sales, earning four consecutive Presidents Club Awards as a top performer, and leading a team at a Fortune 500 company to #1 in the nation. My journey to success hasn't always been easy, but through life challenges I've learned how to transform self-doubt into resilience, drive, motivation & confidence. When I am not helping people max out their comp plan and finish #1, I can be found trying to keep up with my 4-year-old thrill-seeking twin boys. If you are dying to know more, here are 3 things you don’t know about me. I am a military spouse, and you may have seen our Christmas card go viral in 2019, I’ve traveled to over 10 countries (thank you Presidents Club trips), and my sales career began when I was 7 years old selling mistletoe to raise money for my family's Christmas presents and helping couples pucker up during the holidays. If you are ready to take your sales to the next level and live an abundant life, schedule a call with me today..