3 Ways on Handling Objections

People hate rejections. For those in the business or career of talking to people (customers and prospective clients), the last word they dreaded to hear is "NO." 

If you are a salesperson, insurance agent, real estate broker, network marketer or any profession related to sales, here are few ways to handle objections and reduce the pain or fear of rejection. 

Handle objections professionally 

Rejection or a NO doesn't necessarily mean a NO. It may mean give me more information. Unless the prospective client fully understands what you offer, he may generalize it as something he doesn't need or a NO. Instead of getting down and feeling disappointed right away, here are 3 ways how you can handle objection:

1. Use the 3F's (feel, felt and found)

The 3F's is a powerful way to counter an objection. 

Example: 

Client: "I hate insurance. I don't want to buy one."

You: "Sir, I understand how you "feel", I "felt" the same way before. But I "found" out after the series of trainings I attended, that insurance is a need, not a want." 

The 3F's give comfort to your prospective client. Instead of going defensive and saying "No Sir, our company is not a scam," using the 3F's, you can now connect with your client and he can no longer argue with you because you are now on the same side as you both feel the same way. 

2. Answering a Question with another Question

Instead of doing the talking and explaining, let the client do it for you.

Example:

Client: "What is xyz company? Is that a scam?"

You: "What do you mean by scam, sir?"

Client: *yak yak yak in explaining*

You: (after he explains) "base on what you said sir, we are not like that." 

When you lose your cool and confidence, it is when a prospective client may start to distrust you. Avoiding a lot of explaining keeps your confidence and when you are truly sold out with your product, a close deal is near the table.

3. The best way, IGNORE.

When in the middle of your presentation and your client keeps on interrupting and asking you questions, sometimes it affects your flow of thoughts and confidence. The best way is to ignore these questions yet in a polite way. 

Example:

Client: (interupts and asks a question)

You: "That's a very good question, but let me finish first as your question might be answered through my presentation."

This is an effective way of taking in control and being confident. Truly, his question might be answered through the presentation or if a product or service is presented well, he may forget his question as now he is impressed on how you delivered it. 

These are just basic ways to handle objections. Some may apply to your career and some may not. However, the way to be best at any career is experience.