Find Out if Objections Are About Something Else


Objections aren’t always objections from customers, according to Grant.  He suggest listening and agreeing with them, but also figuring out if their objections are objections or actual complaints.  

Hey, Grant Cardone here, your sales tip of the day is how to handle objections in the demonstration of your product or your presentation. Look, you can have … and you will have, objections in the greeting, in the demonstration, the write up and in the close. You want to break those down and look at each of those objections separately and individually and understand what is it, the customer’s actually objecting to. And why would they not want to look, drive, touch, smell, feel and experience the car? The only reason you’d say no to driving something is it’s the wrong product or you feel obligated to buy it once you drive it.
So, you would ask the customer this, hey, I understand you don’t want to drive the car. I understand you don’t want to the truck. I understand you don’t want to get in it, I understand but, let me ask you something, is it because it’s the wrong product or you feel obligated to purchase it once you do drive it?
No, no. I just don’t want this one. It’s too much money. See, then you’ll find out what it is. Hey, money is my problem, not your problem if you like the product, look, sit in it. Okay, sit in it. I tell you what, you don’t drive it. I’ll drive it. Agree with them. Just keep agreeing with them. Remember this, objections are not always objections. Most times objections are about something else and what I do to find that out is, basically, to just simply agree with the objection. I understand you don’t want to drive the car. Typically, there’s two reasons people don’t want to drive that car or that truck. It’s, number one because it’s not the right car or truck or number two, it’s because they feel obligated.
The last thing we’d want you to do is feel obligated and, oh, by the way, definitely the last thing we’d want to do is have you drive something you don’t want, it would just be a waste of time. So, is it because you don’t want it, it’s the wrong product or because you feel obligated to buy it once you do drive it? And then, you’re gonna get that customer to open up. Okay, so what you’re finding out right here is you’re clarifying the objection. Is this an objection or a complaint? Is this a reason to move forward or reason to stop?
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