Jim Domanski offers a Sales Trainer Newsletter. To learn more about Jim, www.teleconceptsconsulting.com How to effectively handle brush off objections is equally important for job seekers as it is for sales people. Matter of fact, regardless of our job, we all deal with brush offs. The key is getting past the brush off. Jim’s suggestion below is working very well for us.
The “I’m not sure I understand…” Technique.
This technique is extremely versatile. You can use it for a large variety of brush off objections and get stunning results. Best of all, it’s easy to learn and use because there are only five words:
I’m not sure I understand.
This objection handling technique is extremely effective at getting the client to ‘open’ up and further expand on the objection. By doing so, you are able to determine if the objection is indeed real and genuine or if it is false and hiding something else. If it is genuine, you can respond accordingly and confidently. If it is false, you can probe until the real and authentic objection rears it’s head.
To Apply the Technique.
The next time you get a brush off, simply say these words,
“I’m not sure I understand…”
Simple, eh? That’s all there is to it.
Watch Your Delivery and Tone
Delivery and tone are vital to maximize your results. The words should be uttered sincerely and with sense of confusion in your voice. In effect, you want to sound surprised or bewildered when the client ‘wants to think about it’ or ‘wants to wait a couple of weeks’ or whatever.
Then let silence work its magic. Don’t elaborate. Don’t speak further. Silence on the phone is perceived as three to six times longer than it really is. In a non face-to-face environment, silence creates a sense of discomfort. Your client will literally itch to fill the void and say something.
Your words, your tone and your silence will work collectively on your client and almost immediately, he’ll feel the need to expand on the brush off objection. He will feel the need to justify it or to explain further so that you will better understand. And in doing so, the client will often give you the real reason for the objection or if the objection is indeed authentic, they’ll discuss if further.
Whatever the case may be, you now have better and more accurate information by which to gauge your response.
This technique is truly one of the best-kept secrets. Master it and you’ll get phenomenal results. Good Selling!