Sale Objections are a Good Thing!

Over the years, I have coached practitioners who excel in the technical work of tax resolution but face challenges when it comes to selling their services to prospects.  They are afraid of running into an objection(s). They have a negative view of objections, but objections are not inherently bad. Prospects must justify the buying decision to themselves and their spouse.  An objection is not a “rejection”.  It means that the prospect needs more information from you before they sign on the dotted line. In my experience, people that voice objections are more likely to retain you.

It is when people do not bring up any objections that you have reason to worry.  People are pre-programmed to say no.  Prospects have a natural tendency to question and scrutinize their buying decisions and objections are simply a manifestation of this.

There are three basic principles you need remember when responding to sales objections.

  1. AGREE – Agree with your prospect, acknowledge the validity of the objection, and do not become defensive. Your prospect expects you to “fight back”. Instead agree with your prospect, uncover the real reason for the objection, and then get back to the process of closing the deal. For example, if the prospect says, “I need to check with my wife/husband first”, your response should be “I completely understand.  I have a wife/husband too and she needs to be on the same page…” (By the way, The Tax Resolution Domination System and Toolkit has detailed responses to this, and many other, sales objections)
  2. ASSUME - Assume the “close” at the end of every objection. For example, after you have answered the objection, say something like: “Let me show you what we can do to start protecting you today. Here is what I suggest…”
  3. BELIEVE – Believe in what you are doing. You are doing a disservice to a potential client by letting them walk away. You know their situation is only going to get worse if they do not hire you. They are going to accrue more penalties and interest and they are exposed to bank levies, wage garnishments and federal tax liens. They need you to PROTECT them from the most brutal collection agency on the planet (aka the IRS!).

As I mentioned above, you want objections.  Many objections you hear are buying questions in disguise.  You should listen carefully for questions like “What is this going to cost me, all-in?”  “Do you take payments for your fees?” “How long will it take until my case is settled?” “How do you go about protecting me from the IRS?” and “Do you really think you can help me, and this is my best option?” When you hear these questions, the prospect is ready to buy!

Objections should be embraced, not feared. They are a signal that you are about to sign a new client, and by following the principles of Agree, Assume, and Believe, you can effectively respond to objections and close more deals.

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