Are you a salesperson or a wrestler?

A new attitude toward objections - make them the best reason to invest

When a prospect states an objection, many salespeople think it’s something they should immediately grapple with and pin to the ground in a whirlwind of brute force, just like a champion wrestler. But the subtle art of handling objections bares little resemblance to the wild and furious sport of wrestling. Instead, it is very similar to Aikido, a Japanese method of self-defense.

The Aikido master is like a dancer, relaxed and perfectly balanced, walking an imaginary tightwire. At the heart of his philosophy is the Japanese word for “attack,” which means to fall out of alignment with the universe. The Aikido master never attacks, but when attacked himself, he simply allows the attacker to complete his fall and end up sprawling on the ground, aligned with the universe once again. The master’s moves are graceful, never forceful. He allows the attacker to gain momentum, then uses that momentum to bring everything comfortably back to center.

And so it is in professional selling. When a prospect “attacks,” or states an objection, it may be your opportunity to bring him “back into alignment,” to allow him to again be comfortable with your product. Instead of using muscle and force to overpower the objection, you can sometimes turn the objection into the very best reason to invest! For example, a prospect may say, “But it’s too expensive!” In Aikido fashion, you might respond, “You’re right Mr. Prospect, it is expensive, which is precisely why it’s an excellent investment. You’ll enjoy the benefits that only the highest quality product can provide, and should you ever decide to sell, the resale value will always reflect your original investment!”

Become a master salesperson, just as adept at handling objections as an Aikido master is at handling attackers. When you feel the time is right, let an objection gain momentum and then use it to your own advantage. Stay relaxed and confident in your ability to turn a genuine objection into the very best reason to invest.

Here's what you can do: List the objections you hear most often. With an Aikido attitude, think of responses which explain how the objections themselves are the best reasons to go ahead and invest!
Write out your responses and study them so they will be ready to use when needed. Evaluate the objections you give when you’re the buyer — what did you say and what did you really mean?

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Are you a salesperson or a wrestler?

A new attitude toward objections - make them the best reason to invest

Other articles on Selling