Overcoming False Objections (part 2)

psst....... If you want this to make sense, read "Overcoming False Objections (part 1) first.,



In order to effectively handle these "false"objections, break down your response into parts. First, treat the objection as if it were real. This means that you will listen, paraphrase and clarify the objection. For example, the woman who needs her husband's approval can be casually asked why he doesn't want you to do this. "I respect that. Tell me, Sarah why would James prefer you not get involved with/ purchase this product/service?" This gives you the opportunity to learn more. Follow up as necessary.


Your gentle questioning should yield you enough information to make your case more effective if this isn't a "real" objection. Never be flip or cast aspersions on the decision making process: "Oh come on, you mean you can't make up your own mind about these things? Sometimes you just have to override him." In the case of the boss not wanting to upset his assistant, you wouldn't want to say: "You're the boss. Who's in charge here?" (and yes, I've heard these responses). You would say "I understand. It can be uncomfortable changing our routines. What could make her more comfortable about this process?"


When someone needs to talk to the boss about it, find out if you can present to the boss. Don't be surprised if the answer is no. This can be a sign of a false objection. Regardless, treat the objection at face value. Find out what is important to the "boss". Make your contact as comfortable as possible: "Knowing your boss as well as you do, where do you think his concerns will be?"


Generally speaking a false objection falls under its own weight. Do not call them on it. Always let a person save face. If you back them into a corner, if you make them feel uncomfortable - if they feel you have disparaged their situation in any way, your buyer will simply stonewall you. That's simply human nature. All the same, don't let that happen. People's responses should always be treated with respect and dignity. Clarify concerns and explore their situations.


Regardless of the objection, make your buyer feel at ease with you. Overcoming objections can be challenging at times but it's always instructional and it always an opportunity to learn more about an individual's needs and motivations. In the end, it's simply understanding human behavior.