Most sales objections aren’t against you or your product. The objection is the prospect’s own inward limitation, i.e. I’m afraid if I try this I will fail.

If you push on the prospect (due to your own reactivity and inward limitation) the customer will push back. You act with external force, you’re met with external force, which is sad because the problem is internal.

You try to convince someone, it triggers the need to convince you back. Physics - every action has an equal and opposite reaction.

A better way then to deal with an objection is not to fight it but to agree with it and then use it to help the prospect deal with an inward limitation. Think Tai Chi for sales. Instead of blocking the punch (the objection), use the speed and force of the punch and redirect the movement.

If you understand this, then you understand that an objection isn’t a challenge to overcome but an opportunity to empower. Hate the objection for what it is - a limitation - but love the objector. This is the biblical equivalent of hate the sin, love the sinner.

I love every prospect put in front of me, but I hate their limiting beliefs that keep them small. I understand the need to stay small, because it’s safe - but only for a short while. The reality is that safety is an illusion and if we can turn that illusory safety into an actual danger, now we stand a chance of helping a prospect - and the more we help our prospects the more customers we get.

The Drive-Contentment Connection

Sales objections aren’t what you think they…